Abstract
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 language | English |
|---|---|
| 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 |
| Pages | 34-54 |
| Number of pages | 21 |
| ISBN (Print) | 9780734610874 |
| Publication status | Published - 2011 |
Keywords
- Negotiation Theory
- Business Environment
- Application