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Table of Contents
1 Introduction: 2
2 What is negotiation? 2
3 Other Strategies for Dealing with Diverging Goals: 3
3.1 Mediation: 3
3.2 Struggle: 4
3.3 Arbitration: 5
4 Reasons Why Negotiation Fails: 5
5 The Essential Characteristics of a Negotiating Session: 7
6 Phases of Negotiation: 8
6.1 Initiation: 8
6.2 Problem Solving: 9
6.3 Resolution: 10
7 Conclusions: 10
8 World Case Study: 10
8.1 Volkswagen’s Long-Term Negotiation Thinking pays off in China 10
8.1.1 Background Information: 10
8.1.2 Overview 11
8.1.3 Negotiator’s Overview 11
8.1.4 Commentary 12
9 References: 13
Introduction:
Wherever conflicts of interest exist and there are no rules or procedures to directly solve conflicts, negotiations can be one possib ...