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

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