Introduction          Introduction         Introduction          Introduction         

People negotiate all the time. Friends negotiate to decide where to have dinner. Children negotiate to which television program to watch. Businesses negotiate to purchase materials and to sell their products. Lawyers negotiate to settle legal claims before they go to court. The police negotiate with terrorists to free hostages. Nations negotiate to open their borders for free trade.

Negotiations occur for one of two reasons:

1)     To create something new that neither party could do on his or her own.

2)     To resolve a problem or dispute between the parties. Because people can negotiate about so many different things, understanding the fundamental processes of negotiation is essential for anyone who works with other people.

 Negotiation is a dynamic process of adjustment by which two parties, each with their own objectives, confer together to reach a mutually satisfying agreement on a matter of common interest. This definition contains the essential themes which it is the purpose of this training course aims to develop. The chosen field is that of commercial contracts whether for the sale, or purchase of goods and services or the construction of engineering works.