From the moment you first contact a potential employer, your negotiation has begun.
As a result, it is important to understand the basics of negotiation so that you can better achieve your goals and develop "win-win" strategies.
Below is a summary of what sections follow - click on any of the sections to go to them
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| some brief definitions of negotiation strategy and style |
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| more terms in negotiation |
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| distinguishing between what and why |
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| negotiation tasks |
© Mary Rowe, Nils Fonstad, and Robert McKersie, MIT, 1996