The dictionary definition of negotiation is "to discuss with the goal of finding terms ofa

The dictionary definition of negotiation is "to discuss with the goal of finding terms of

agreement" . Unfortunately, in our world today, many people will interpret negotiation

41．as being the skill of persuading the other people to accept their point of view.

42．Frequently when a deal is struck to the advantage of one of party and the detriment

43．of the other, seeds of disagreement and retaliation are being sown, which can

44．have unforeseen future results. Negotiation is about both sides contributing

45．to an outcome that they feel they can progress the relationship with.

46．It will almost certainly involve in compromise on both sides. A better way

47．to negotiate with is to find out what the needs of the other person are and

48．try to meet them without losing all sight of your own goals. Do not attribute your

49．motives to other people. Regardless of personal style, where there are some things

50．every negotiator should not do, even before the meeting begins—preparation is

51．the first step. Before starting any negotiation calculating the goals is more essential,

52．including what you are and what you are not prepared to compromise and be flexible on.

(41)