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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Conflict is inevitable. Negotiation is a survival skill.
Conflict is a situation where two or more parties have interests or perceptions that differ.
Negotiation is a process of exchange to resolve conflict and reach a mutually beneficial agreement.
Methods for resolving conflict include mediation, arbitration, litigation, and negotiation.
Negotiation is the process of exchange that provides the highest likelihood of satisfying the needs of both parties, while maintaining the relationship.
Conflict exists in many venues (e.g., in organizations or families; with customers).
Power determines the choice of which process of exchange to use (i.e., not engaging, fixed price, bargaining, or negotiating).

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