Abstract
The negotiation process is an unpredictable, interactive, and evolving process. You may know what your own negotiation style is but you may not always know who your counterparty will be and how they will behave at the table. Therefore, it is critically important to have a negotiation strategy that responds well to an unpredictable negotiation process. In this chapter, we identify three negotiation styles, discuss how to create value in negotiation, and present an interest-based negotiation framework.
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