The evolution of negotiation Negotiation is a process of interpersonal exchange, so frequently encountered at every level of society that its impact on human welfare cannot be overestimated (Pruitt, 1981). In 1947, Zartman argued that, "ours is an age of negotiation." The validity of this statement remains today, since negotiation is a decision-making process commonly used to select courses of action or to distribute resources (Ury, 1991). As such, one's ability to negotiate well has serious implications for one's personal and professional well-being. …
