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Study Guides for MGMT13-321 at Bond University


Negotiation Midsem & Final Notes

CHAPTER 1 What is negotiation and why do we do it? Negotiating is what people do to get what they want and need form other people. It is a process involving a series of behaviors between (typically) two parties to reach an...

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Negotiation Course Notes

Getting to YESRoger Fisher & William UryPrincipled negotiation:People: Separate the people from the problemInterests:Focus on interests, not positionsOptions: Invent options for mutual gainCriteria: Insist on using objecti...

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