This chapter introduces different theoretical approaches to negotiation and provides an explanation of these differing frameworks. While the action of a negotiation centres on the background research undertaken and what happens at the negotiation table, there is a need to know what principles and assumptions are informing these activities. Theories offer a way of understanding the underlying structures, processes and relationships of negotiation. Further, negotiation theories also assist with focusing attention on the 'basis of the bargain' and provide a standpoint from which to judge offers and counter-offers during the negotiation.
|Title of host publication||Negotiating the Business Environment|
|Subtitle of host publication||Theory, Practice for all Governance Styles|
|Editors||Jennifer M. Waterhouse, Robyn L. Keast, Kerry A. Brown|
|Place of Publication||Prahran|
|Publisher||Tilde University Press|
|Number of pages||21|
|Publication status||Published - 2011|
- Negotiation Theory
- Business Environment
Sawang, S., Brown, K. A., Waterhouse, J. M., & Keast, R. L. (2011). Negotiation theory and application in the business environment. In J. M. Waterhouse, R. L. Keast, & K. A. Brown (Eds.), Negotiating the Business Environment : Theory, Practice for all Governance Styles (pp. 34-54). Prahran: Tilde University Press.