Negotiations consist of a dialogue between two or more persons or parties that are supposed to result in a positive outcome on one or more issues on which there is conflict on at least one of these issues. Negotiations are an interaction and a process between companies that compromise to agree on issues of common interest while optimizing their various public services. [1] This positive result may be for all parties involved or only for one or some of them. Negotiators need to understand the negotiation process and other negotiators in order to increase their chances of concluding deals, avoiding conflicts, establishing relationships with other parties and reaping benefits. [1] Integrative negotiations are also referred to as interest-based, performance-based or principled negotiations. It is a set of techniques that strive to improve the quality and likelihood of a negotiated agreement by taking advantage of the fact that different parties often evaluate different outcomes. [12] While allocation negotiations assume that there is a fixed amount of value (a “solid cake”) to be distributed among the parties, integrative trading attempts to create value during negotiations (“expand the cake”) either by compensating for the loss of one item through trade-offs of another (“trade-offs” or “logrolling”), or by constructing or developing the issues of conflict that both parties benefit from it (“win-win” [13] This form of negotiation is also produces, when there is a limited amount of resources and each party expects that if it loses something, the other party will gain something. Instead of each party trying to reach an agreement based on its interests and needs, each party works to obtain more than the other party. For example, a customer may feel that a provider is not lowering the price of a service, paying too much, and that the service provider feels that if they lower their price, they lose money. Any agreement between the parties cannot repeal the terms of access to the Information Act, the Privacy Act or the Official Languages Act, as these laws apply in general. For more information, please see “Confidentiality: Access to Information and Data Protection Act” and “Official Languages Act: Considerations” in this reference guide. Understanding psychology and different cultures has helped us develop the techniques used in negotiations around the world. In this course, with negotiation techniques to reach agreements, you will discover the proven and widely used trading techniques in the context of the IT industry.

First, you study the concept of negotiation and understand how a negotiating strategy is developed.

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