Which negotiation approach starts with a broad perspective before narrowing down to specifics?

The deductive negotiation approach is centered around starting with broader concepts or general principles and then progressively narrowing the focus down to specifics. This method allows negotiators to establish a framework or context for the discussion, which can be particularly useful in complex negotiations where various factors need to be considered before reaching detailed agreements.

By beginning with a broad perspective, negotiators can ensure that all relevant aspects of the situation are acknowledged and can build consensus on overarching goals or interests. Once a shared understanding of the larger picture is achieved, the dialogue can shift toward specifics, making it easier to address particular issues or terms within the negotiation.

This approach contrasts with inductive reasoning, which begins with specific observations or details and moves toward broader generalizations, and is not structured specifically for negotiation purposes. Collaborative approaches emphasize mutual benefit and cooperation without a specific focus on broad-to-narrow reasoning. Concessive negotiation tends to involve making concessions throughout the negotiation process, rather than starting with broad ideals and working down to specifics.