Negotiation Techniques

This course shows that negotiation is a potentially opportunistic interaction process in which two or more parties, the interests of which seem to be conflicting, seek to jointly improve their situation through a common action. It highlights the fact that the goal of negotiation is to reach an agreement through interviews and exchanges of views among partners while respecting certain norms and rules, such as good faith and the willingness to reach an agreement. Finally, it emphasizes that it is preferable to negotiate on the basis of common interests rather than on positions and presents the most efficient methods of negotiation.