Chapter 6: Understanding negotiation
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There is no unified theory of negotiation, nor is there a generally accepted definition of the process. Defining negotiation as a decision making process, as this chapter does, provides a frame for a better understanding of the process and its three core dimensions. The chapter also introduces the concept of a Negotiation Balanced Scorecard that can serve as a template for measuring negotiation success and goal setting. It ends with a brief summary of what research has identified as the key characteristics of effective negotiators.

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