By the end of this chapter, you should be able to:
• Explain the purposes and benefits of negotiation.
• Indicate why negotiating skills are so important for modern organizations and for individual careers.
• Describe the basic steps of the negotiating process.
Negotiation is a means of resolving differences and conflicts between individuals, organizations, and other entities when imposed settlements are either not possible or not desirable. It is a way to get one’s fair share, whether it is selling a proposal to management, settling a labor dispute, buying real ...