Negotiation theory and application in the business environment

Sukanlaya Sawang, Kerry A. Brown, Jennifer M. Waterhouse, Robyn L. Keast

Research output: Chapter in Book/Report/Conference proceedingOther chapter contributionpeer-review


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.
Original languageEnglish
Title of host publicationNegotiating the Business Environment
Subtitle of host publication Theory, Practice for all Governance Styles
EditorsJennifer M. Waterhouse, Robyn L. Keast, Kerry A. Brown
Place of PublicationPrahran
PublisherTilde University Press
Number of pages21
ISBN (Print)9780734610874
Publication statusPublished - 2011


  • Negotiation Theory
  • Business Environment
  • Application


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