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Introduction to Negotiation: A Primer for "Getting to Yes"
Negotiation is a dialogue intended to resolve disputes, to produce an agreement on courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution.
There are many different ways to segment negotiation to gain a greater understanding of the essential parts.
This white paper focuses primarily on the negotiation process, different negotiation styles, and the various elements of communication that affect the outcome, including: Negotiation Communications, Constructive Questioning, Communication Obstacles (and overcoming those obstacles), Challenging Negotiation Situations and “Traps,” and, finally, completing Successful Negotiations, a.k.a. “Getting to Yes.”
Continue reading to learn more about the different tools for negotiation.