The Art of Negotiation

Paper Summary:

The paper discusses how the tool of negotiation can be used in many situations for many important decisions. The writer explores the different types of common negotiation styles, explains their elements and provides examples of their use.

Outline:
Introduction
Negotiation
Negotiation Styles
The Advocate Style
Structural Analysis
Strategic Analysis
Process Analysis
Integrative Analysis
Conclusion

From the Paper:

"The art of negotiation is a valuable tool. It is one that has prevented wars, strikes, work stoppage and homicide. In addition it has provided needed discussion for athlete trading, business building, idea exploration and conflict resolution. Negotiation is a tool that can be used in all walks of life for many important decision making processes(Leonardelli, 2004). Conversely the inability to understand and negotiate successfully can mean the difference between life and death, success and failure, support and opponents. Negotiation has been used worldwide since the beginning of civilization to help form nations, governments, companies, sports teams and peace talks."

Sample of Sources Used:

• Leonardelli, Geoffrey (2004) Why negotiation is the most popular business school course. Ivey Business Journal Online
• Negotiation theory (Accessed 4-9-07)http://en.wikipedia.org/wiki/Negotiation_theory
• Negotiation (process) (Accessed 4-9-07)http://en.wikipedia.org/wiki/Negotiation
• Brams, Steven J. (2003) Negotiation Games: Applying Game Theory to Bargaining and Arbitration.(Book Review) International Social Science Review
• Rossetti, Christian L. (2003) An analysis of the integration of strategic sourcing and negotiation planning. Journal of Supply Chain Management

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