Taming the Jungle of Negotiation Theories

First published in The Negotiator's Desk Reference (Chris Honeyman & Andrea Kupfer Schneider, eds. DRI Press 2017)

University of Missouri School of Law Legal Studies Research Paper No. 2017-29

21 Pages Posted: 18 Dec 2017

See all articles by John Lande

John Lande

University of Missouri School of Law

Date Written: December 18, 2017

Abstract

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

Suggested Citation

Lande, John, Taming the Jungle of Negotiation Theories (December 18, 2017). First published in The Negotiator's Desk Reference (Chris Honeyman & Andrea Kupfer Schneider, eds. DRI Press 2017); University of Missouri School of Law Legal Studies Research Paper No. 2017-29. Available at SSRN: https://ssrn.com/abstract=3089855

John Lande (Contact Author)

University of Missouri School of Law ( email )

Hulston Hall
Columbia, MO 65211
United States

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