Introduction

This booklet is meant as a self-study course and is offered under the aegis of the American Management Association (AMA), for individuals with various levels of experience at negotiation.

As a basic definition, negotiation describes the practice of resolving differences when they are in disagreement. It is a critical skill in organizations, as people do not always agree and progress must be made when everyone's desires cannot be accommodated. We negotiate in many situations in any organization, not merely in business but also in any group of people, such as a family.

Negotiation seems to come naturally to some people, as an innate proclivity, but it is a learned skill. Some come by it very easily, others require effort and practice, and even those who have a proclivity can learn to do it better.