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Negotiation is a bargaining – it is the process of discussion and give-and-take
between two or more disputants who seek to find a solution to a common problem.
Negotiation occurs between people all the time – between parents and children,
between husbands and wives, between workers and employers, bwteen nations. It
can be relatively cooperative, as it is when both sides seek a solution that is
mutually beneficial (commonly called win-win or cooperative negotiation), or it
can be confrontational (commonly called win-lose or adversarial negotiation)
when each side seeks to prevail over the other. |
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