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: 08 Dec 2011 23:38
Last Modified: 29 May 2012 00:13

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