Four Key Concepts1

Apuntes

Four Key Concepts: Your Starting Points E xc e r p t e d f ro m Negotiation Harvard Business School Press Boston, Massachusetts ISBN-10: 1-4221-0567-9 ISBN-13: 978-1-4221-0567-2 5672BC Do Not Copy or Post This document is authorized for educator review use only by Lourdes Ortecho, Universidad de Lima until Mar 2026. Copying or posting is an infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860 Copyright 2006 Harvard Business School Publishing Corporation All rights reserved Printed in the United States of America This chapter was originally published as chapter 2 of Negotiation, copyright 2003 Harvard Business School Publishing Corporation. No part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form, or by any means (electronic, mechanical, photocopying, recording, or otherwise), without the prior permission of the publisher. Requests for permission should be directed to permissions@hbsp.harvard.edu, or mailed to Permissions, Harvard Business School Publishing, 60 Harvard Way, Boston, Massachusetts 02163. You can purchase Harvard Business School Press books at booksellers worldwide. You can order Har...