Chapter 41



This chapter describes the seven phases of negotiation which are necessary to reach a satisfactory result. These are: preparation, planning, introductions, opening proposal, bargaining, agreement, and finalizing. A diagram summarizes these phases. Another diagram depicts the three negotiation outcomes, i.e., Win/Win, Win/Lose, and Lose/Lose in relation to the two parties.


Negotiation; Win/Win; negotiation phases; bargaining

Chapter Outline

However well a project is managed, it is inevitable that sooner or later a disagreement will arise between two persons or parties, ...

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