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.
Administrators only | Request a copy from author
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 counts are sourced monthly from and 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 theindexing service can be viewed at the linked Google Scholar™ search.
|Item Type:||Book Chapter|
|Keywords:||Negotiation Theory, Application , Business Environment|
|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:||08 Dec 2011 23:38|
|Last Modified:||01 Jun 2016 22:47|
Repository Staff Only: item control page