In this chapter: defining negotiation, the significance of negotiation in the lifecycle, the focus for operational negotiation, the different negotiation approaches, planning to negotiate, an outline structure for managing a negotiation meeting, behaviors to apply in reaching agreements
Defining Negotiation
The following two definitions of negotiation appear essentially the same, but there is an important difference in the sense and the context.
- Negotiation is the process of reaching an agreement that is acceptable to all parties.
- Negotiation is the process of reaching agreement from an initial position of no agreement.
The common theme is that negotiation is about reaching an agreement. The difference is ...
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