Negotiation Theory & Practice

Negotiation Theory & PracticeNegotiation Theory & Practice

Michael Alvarez

Stanford School of Medicine Career Center

Julie Matlof Kennedy

Gould Center for Conflict Resolution, Stanford © 2005 Morrison & Foerster LLP All rights reserved

February 16, 2006

Definition

American Heritage Dictionary

• Negotiation (v.) To confer with another or others in order to come to terms or reach an agreement. (1.) To arrange or settle by discussion and mutual agreement: negotiate a contract. (2) To sell or discount (assets or securities, for example). (3a.) To succeed in going over or coping with: negotiate a sharp curve. (3b.) To succeed in accomplishing or managing: negotiate a difficult musical passage. [Latin negotiari, to transact business]

Negotiation Theory & Practice

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