Is Negotiation a Science or an Art?

Negotiating and Bargaining
Knowledge Center

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Gandhi Heryanto
Management Consultant, Indonesia

Is Negotiation a Science or an Art?

There is an opinion that negotiation is an art, not a science.
Some argue that there is no process script for negotiation that can be applied to all situations. An approach that works in one context can be disastrous in another one, because each negotiation situation is unique.
But there are also those who argue that negotiation is a science, about communication, culture, psychology but in its application requires its own art that is appropriate to the situation. Thus, negotiation is both a science and an art.
What is your opinion about negotiation? Is it in your experience rather an art or a science?

 

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Negotiating and Bargaining
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