Negotiation

Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the p

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NEGOTIATION: Methodology and training Louise Nieuwmeijer Human Sciences Research Council CHSRC 1988 All rights reserved. No part of this publication may be reproduced or transmitted In any form or by any means, electronic or mechanical, Including photocopy, recording or any Information storage and retrieval system, without permission In writing from the publisher. ISBN 07969 1303 X First published 1988 by Owen Burgess Publishers Revised edition 1992 Published by HSRC Publishers 134 Pretorius Street PRETORIA Reproduced & Printed by: Sigma Press To my husband Johan, for teaching me the rudimentaries of integrative negotiation, and Tiina, our greatest mutual gain. The viewpoints in this book are those of the author and not necessarily those of the HSRC. Contents Preface 1 Introduction: The nature and significance of negotiation................................................................1 2. Concept and definitions ...............................................7 3. Theories and models of negotiation............................13 4. Negotiation research ..................................................29 5. Elements of negotiation..............................................45 6. Training in negotiation..............................................151 References...............................................................157 Index ........................................................................175 ... - tailieumienphi.vn

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