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
Get Project Management, Planning and Control, 7th Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.