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


some brief definitions of negotiation strategy and style


more terms in negotiation


distinguishing between what and why


negotiation tasks



© Mary Rowe, Nils Fonstad, and Robert McKersie, MIT, 1996


Back to Negotiation Techniques - Intro