1Negotiations in the Contemporary Workplace


Learning Objectives

By the end of this chapter, you should be able to:

• Explain the purposes and benefits of negotiation.

• Indicate why negotiating skills are so important for modern organizations and for individual careers.

• Describe the basic steps of the negotiating process.


Negotiation is a means of resolving differences and conflicts between individuals, organizations, and other entities when imposed settlements are either not possible or not desirable. It is a way to get one’s fair share, whether it is selling a proposal to management, settling a labor dispute, buying real ...

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