Taming the Jungle of Negotiation Theories
First published in The Negotiator's Desk Reference (Chris Honeyman & Andrea Kupfer Schneider, eds. DRI Press 2017)
21 Pages Posted: 18 Dec 2017
Date Written: December 18, 2017
To identify the range of issues covered in negotiation theory, this chapter surveys negotiation texts from various disciplines including law, business, economics, labor, international relations, and social sciences. This chapter demonstrates that, although there is considerable overlap between the texts, there is little overall coherence and nothing approaching a consensus about the structure and content of negotiation theory or even a definition of negotiation. It provides a general framework for negotiation theory by synthesizing the content of the texts.
Keywords: negotiation, theory
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