ABSTRACT
Dr Chester L. Karrass (1993), an author on negotiation, states that ‘issues are created – some are real and some are made of straw’, hence the term ‘straw issue’. These are areas of potential contention that can be introduced into the negotiation to either confuse, mask a real problem or trade in order to gain a more valuable concession from the other party. The concept of the straw issue is frequently linked to the word ‘tradeable’, although they should not be interpreted as meaning the same.
