CHAPTER 1
Overview of Global Business Negotiations
In business you don’t get what you deserve, you get what you negotiate.
—Chester L. Karras
Business requires undertaking a variety of transactions. These transactions involve negotiations with one or more parties on mutual roles and obligations. Thus, negotiation is defined as a process by which two or more parties reach agreement on matters of common interest. All negotiations involve parties (i.e., persons with common interests who deal with each other), issues (i.e., one or more matters to be resolved), alternatives (i.e., choices available to negotiators for each issue to be resolved), positions (i.e., defined response of the negotiator on a particular issue: what you want and why you want ...
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