Skip to main content
  • 176 Accesses

Abstract

If we ask the question “Why do we negotiate?”, we are likely to receive a variety of answers: because of obligation, because we need to survive, to defend our benefits, because of our psychological needs, and many others. Regardless of the answer to the question, negotiation exists in our everyday lives and in all our relationships.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 39.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 54.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 54.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Author information

Authors and Affiliations

Authors

Copyright information

© 2011 Andreas Nikolopoulos

About this chapter

Cite this chapter

Nikolopoulos, A. (2011). Introduction. In: Negotiating Strategically. Palgrave Macmillan, London. https://doi.org/10.1057/9780230307667_1

Download citation

Publish with us

Policies and ethics