INTRODUCTION
Negotiation is nothing more than a process for reaching an agreement when there are conflicting interests. The basis for negotiation is exchange: whenever we attempt to influence another person through an exchange of ideas or something of material or psychological value, we are negotiating. Further, negotiation is the process we use to satisfy our needs when someone else controls at least in part what we want or need.
Negotiating to a formula is that type of negotiation done following certain laid down procedures or principles. The negotiating people are guided on how th…
