Introduce el texto aquí

Introduce el texto aquí

1. NEGOTIATIONS HAVE PLACE IN

   • resolver una disputa
   • GET A BETTER DEAL
   • find new solutions that neither party can do on its own

2. Negotiation Analysis: Know the Situation, Yourself, and Your Opponent

   • Negotiation is often defined as three “I’s” — an interaction between two or more interdependent parties who perceive incom- patible goals.
     • Negotiation parties enter the negotiation because they depend on each other to fulfill some need
     • To reach a mutually acceptable agreement negotiation parties have to cooperate with and understand each other.
     • An essential compo- nent of effective preparation is to conduct a well-rounded analysis of the bargaining situation

3. Analyze the negotiation context: Opportunities and constraints

   • Negotiations do not take place in a vacuum.
   • negotiators to identify the rules of the game, resources to draw upon, norms to abide by
   • Assess the historical, political, legal, and cultural context in which negotiations take place