列维奇 商务谈判（第8版）IMChap01Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 1 The Nature of Negotiation Chapter Overview This chapter is the foundation for the nature of negotiations. Friends, children, businesses, police, nations, everyone negotiates almost daily. Negotiations occur for several reasons: to agree on how to share or divide a limited resource, such as land, or money, or time to create something new that neither party could do on his or her own; or to resolve a problem or dispu