Negotiation theory and application in the business environment

Sawang, Sukanlaya, Brown, Kerry A. , Waterhouse, Jennifer M. , & Keast, Robyn L. (2011) Negotiation theory and application in the business environment. In Waterhouse, Jennifer M., Keast, Robyn L., & Brown, Kerry A. (Eds.) Negotiating the Business Environment : Theory, Practice for all Governance Styles. Tilde University Press, Prahran, pp. 34-54.

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    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.

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    ID Code: 47574
    Item Type: Book Chapter
    Keywords: Negotiation Theory, Application , Business Environment
    ISBN: 9780734610874
    Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > Business and Management not elsewhere classified (150399)
    Divisions: Current > QUT Faculties and Divisions > QUT Business School
    Current > Schools > School of Management
    Deposited On: 09 Dec 2011 09:38
    Last Modified: 29 May 2012 10:13

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