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Adapted from Articles & Advice Columns by Steven Cohen, President, The Negotiation Skills Company
Definition of Negotiation
Successful negotiation is a process that yields an agreement, as part of collaborative decision making, that each party will willingly fulfill.
The fundamental asset of negotiation is information.
Negotiation is often a series of episodes, which means that considering your counterpart as a partner or a collaborator is the foundation of trusting, fruitful, and ongoing negotiation. How the game is played matters more than who wins.
Steven P. Cohen, Pres., The Negotiation Skills Co.
This is vital information if you're going to craft a creative resolution that will satisfy everyone.
Acuff, Frank L. (1997). How to Negotiate Anything with Anyone Anywhere Around the World. New York: American Management Association
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interests.
There arent any specific models for negotiating specific kinds of issues. Each negotiation depends on many issues & may be amenable to a variety of different approaches.
Negotiation is quite different from flying an airplane. A pilot must go through a precise pre-flight process before taking off. There is no room for varying that process. A good negotiator understands that the process involves a continuous series of choices as to strategy and tactics.
Being locked into one strategy or set of tactics to implement that strategy weakens a negotiator's capacity to reach wise solutions in an efficient manner.