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1 The Theory and Practiceof Negotiation

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Chapter Summary

The majority of books on negotiating skills may be divided into two types. The first deals exclusively with the academic aspects of the subject, and the second offers a wealth of over-simplified tips on successful bargaining in every imaginable situation. This chapter divides up the multifarious aspects of negotiating practice and analyses them in such a way that the general laws and principles gradually become evident. The aim of this approach is to reveal the essence of negotiation through the experience of both the author and the reader. In so doing, emphasis is laid on understanding the processes involved in negotiation. The chapter looks at one last aspect of conducting negotiations: the more time that passes, the more the opinions, aims and positions of the parties involved will change - the latest Uruguay Round of the General Agreement on Tariffs and Trade (GATT)/WTO lasted almost seven full years.

Keywords: GATT; negotiation



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