Mary P. Rowe's "Negotiation: Theory and Practice"

Author Mary Rowe describes various opportunities for negotiation, specific strategies you can employ to create effective outcomes for you and others, and questions to consider when preparing for a negotiation. Before you begin reading these lecture notes, please attempt the thought exercises on pages two through six and record your responses. Do not worry if some of the terms are unfamiliar since we will discuss them later in this course.