Introduction

Negotiation is the means by which people deal with their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, a complex alliance between two companies, or a peace accord between warring nations, resolutions are typically sought through negotiations. To negotiate is to seek mutual agreement through dialogue.

Negotiation is an ever-present feature of our lives both at home and at work. When a parent and a child talk about how the child will improve his math scores, they are negotiating. So, too, are two spouses when they agree on who will do the yard work and who will do the grocery shopping this weekend. In the workplace, negotiations are even more ubiquitous. ...

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