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Negotiation

Introduction to Negotiation (Article) [Item Ref. 140]

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Summary

A negotiation has been called the process by which parties experiencing a conflict attempt to resolve that conflict by agreement.

Such a simple definition, while essentially true, overlooks the key essential in all negotiations, the need for a win/win outcome.

This article explains the importance of win/win outcomes, discussing:

- Preparation for a negotiation
- The bargaining arena
- Room for movement
- Give and take
- Question, listen and control
- Feelings


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