Negotiation

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Title: Negotiation

Essay Details:

Subject: Business

Author: Larissa V

Date: January 24, 2015

Level: University

Grade: A

Length: 8 / 2342

Essay text:

In this process the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts his demands accordingly. A "successful" negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes his party desires, but without driving the other party to permanently break off negotiations. Traditional negotiating is sometimes called win-lose because of the hard-ball style of the negotiators whose motive is to get as much as they can for their side. In the early Seventies, researchers began to develop win-win approaches to negotiation...

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