Management Fundamentals 7th Edition by Robert N. Lussier

Exercise 31

The following critical-thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.

What are the most relevant points you learned about negotiation that you didn’t already know and use? Will you follow the steps in the negotiation process in future negotiations?

Step 1 of 3

Negotiating is the process in which two or more parties in conflict attempt to come to an agreement. There are times when negotiations are appropriate, such as in management-union collective bargaining, when buying and selling goods and services, and when discussing a job-compensation offer.