The Art and Science of Negotiation – An Analysis

Abstract

While the issue of negotiation has long been considered important in a variety of individual, group, societal and cross-country settings, this issue has acquired greater significance of late. This paper examines differing schools of thought and brings into focus the kind of cross-cutting strategic research done in this area. It highlights the basic principles of negotiation techniques and identifies strategies and sequential stages for effective negotiation. An attempt is also made to look at common mistakes in negotiation and place matters in perspective.