The PPP Negotiation Model: Problem, People, and Process

Entry in Oxford Business Law Blog.


We propose a new conceptual tool to better understand, prepare for and conduct negotiations: the PPP model. Any negotiation is a process in which people try to resolve a problem. Problem, people, and process – these 3 P’s thus form the heuristic triangle of negotiations. Everything in a negotiation may be allotted to either of these legs of the triangle – or to the dynamic interactions between them.