Chapter 1

Introduction: How to Use This Book Effectively

What’s in This Chapter?
  • Practical definition of negotiation
  • Discussion of common issues in teaching negotiation skills
  • Explanation of how to use this workbook most effectively

What Is Negotiation?

The term negotiation is defined as a means to reach mutual agreement through communication. As a way to handle differences, or opposing views, with the objective of achieving your goals, negotiation involves mastery of a set of skills, such as planning, questioning, using effective nonverbal communication, brainstorming, and evaluating needs. It is often necessary for an individual to experiment ...

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