Negotiation and Disputes

• Unit Summary Free preview

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• Negotiation and Disputes - Introduction

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• Negotiation to Position or Outcome?

• The Communication Toolkit

• The Communication Process

• Step 1 - Prepare

• Step 2 – Exchange

• Step 3 – Bargaining

• Step 4 – Agreement and Close

• Conflict

• Conflict of Need or of Belief

• Is Conflict always bad?

• Negotiation and conflict