CHAPTER 1INTRODUCTION LEARNING OBJECTIVES A. Improve your ability to negotiate successfully B. General strategy for successful negotiation C. Enlightened model of negotiation (fraternal twin model) Mind & Heart Rational vs. Intuitional The Nature of Negotiation Interdependence Negotiation Sandtraps The Nature of Negotiation Negotiation is something that everyonedoes, almost daily.Negotiations occur for one of two reasons: (1) To create something new that neither party could attain on his or her
