Negotiation: Theory and Practice


Think about negotiations that you have had in the recent past. Then, share with your peers an example in which you used one of the

approaches to closing the deal. Explain why you used that approach and if it was successful. If you were not able to close the deal,

discuss why not and if you now feel a different approach might have succeeded.


Lewicki, R. J., Barry, B. A. & Saunders, D. (2017). Essentials of Negotiation 6th New York: McGraw-Hill/Irwin. ISBN: 9780077862466


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