QUT ePrints

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.

[img] PDF (3MB)
Administrators only | Request a copy from author

    View at publisher

    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.

    Impact and interest:

    Citation countsare sourced monthly from Scopus and Web of Science® citation databases.

    These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.

    Citations counts from the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

    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

    Export: EndNote | Dublin Core | BibTeX

    Repository Staff Only: item control page