It is first important to know what the term negotiation means before anyone can learn to master it. “Negotiation is a process through which parties move from their initially divergent positions to a point where agreement may be reached” . Most of the time parties will move from their divergent positions in response to the five basic approaches to negotiation: compromise, bargaining, coercion, emotion, and or logical reasoning. �

��It is most often identified by name in the realms of international, labor management, and marketplace decision-making. But it is actually a much broader phenomenon, occurring within and between business and government offices, in homes, and among friends and relatives. Indeed, it is found at so many levels of society, and is so frequently encountered that its impact on human welfare can hardly be underestimated” . Basically the negotiation process is a long established means to reach agreements. It is a give-and-take trading process by which the terms of a transaction are agreed and then acted out.

The last two negotiating approaches are emotion and logical reasoning. These two approaches are not frequently used in the United States. These approaches are used more often in the Far East, Soviet Union, and in most southern European countries. “A major determinant of negotiators’ behavior is how they feel towards the other party (warm or cold), how passionately or dispassionately they put their case or how they react to a negotiating ploy-with surprise, with anger, etc” . Good negotiators will learn how to control this emotion and use the proper body language. Everybody would like to consider him or herself as being a reasonable person. This is why a good negotiator will come up with a good logical reason in their defense. If they do this the other party involved will be more likely to be swayed to concede.

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