The evolution of negotiation. In essence this paper argues that the definition of negotiator success has changed.

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 …

…by a third independent coder. The new coder scores were then matched to the original and agreement was considered through the same process. The re-code coder was trained in the exact manner as the initial five coders. The same articles were used as the practice set and the practice coding was repeated as before until the coder felt confident in her ability. And her coding reflected what was thought to be the most accurate response.