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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 1

Understanding theprocess

Negotiation in context

Why would you want to learn how to negotiate effectively? And what makes it such a complex skill? To answer these questions you need to understand exactly what negotiation is and how it works.

In so many discussions the conclusion cannot be a simple yes or no. There will always be many permutations and aspects to be discussed, which have to add up to an outcome acceptable to both, or all, parties. The process of achieving this may take some time. Each aspect has to be considered in turn; and, of course, different people have different ideas about what they want, what is reasonable and how to go about achieving agreement.

Negotiation is a very particular process, characterized in a number ...

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