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Principals of Negotations

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Submitted By mathewsa1
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The Principles of Negotiation

Abstract
It is said that negotiation is an art that requires a good amount of study and a lot of practice to be able to do it successfully. This paper will show the basic guidelines that can help a person responsible for negotiating. It is said that whenever two or more people exchange ideas in order to reach an agreement or understanding, they are negotiating. It does not matter if this discussion is in the living room of your home to decide what program you will watch or between two companies over what will be the breakdown of funds in a joint business venture. As we have learned during this class whether the Program Manager is asking for resources, negotiating with a vendor, or dealing with conflicts on the team, he will need to be a skilled negotiator. In 1968 Mr. Gerard Nierenberg wrote a book titled “The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains” (1968), in it he states, “Any successful negotiator must be familiar with human behavior and able to correctly anticipate their opponent's beliefs. They must then be able to use the right techniques and tactics to satisfy both their and their opponent's needs.” Nierenberg calls this the "Need Theory of Negotiation."
This paper will show that negotiation is not a game but a way of life for successful program management. When you are tasked with managing a diverse team made of people from all over the company that do not really belong to you, negotiation is always one of your most valuable tools.

Table of Contents Introduction: 4 Natural Tendencies in Negotiation: 5 Conclusion/Closing: 5

Principles of Negotiation
Introduction:
The first question you have to ask is what is negotiation; the answer to that question varies considerably based on whom you ask, what you read, or who is asking the question. When you look at it

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