Chapter one introduce the reader to "Negotiation Fundamentals." This chapter talk about the field of negotiation and conflict management, describes the basic problem of interdipendence. Examples of a day in the life of Joe and Sue Carter and show how negotiation permeate daily experience. Exploding four key elements of the negotiation process: managing interdependence, engaging in mutual adjustment, creating or claiming value, and managing conflict. These four processes help the reader to recogize situation; understand how negotiation work; know how to plan, implement, and complete successful negotiations; and, most importantly, be able to maximize your results.
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