The Science And Process of Negotiation

Co-authored by Philippe Lavie

We looked at many of the available material on negotiation. We did not find one single source presenting the negotiation as a science and a process. This is our attempt to bring some of that to you. Preparation, tactics, an example in the IT world, and why do so many negotiations fail are the four segments in this series. This is the entire article as some of you may like to read the entire piece, not just one segment at a time