Chapter 41

Negotiation

Abstract

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.

Keywords

Bargaining; Negotiation; Negotiation phases; Win–win
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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