Four Rules for Collaborative Negotiations

Jeanette Nyden, Kate Vitasek and David Frydlinger

Chapter Chapter 6 in Getting to We, 2013, pp 123-134 from Palgrave Macmillan

Abstract: Abstract Many negotiation experts refer to negotiations as a game. Chester L. Karrass is one of those experts. His book The Negotiating Game,1 published in 1992, sets the stage for very traditional transaction-based negotiations. Karrass and other experts have taught the same rules of engagement for negotiating deals for decades. But what people fail to understand is that business has changed dramatically in the past twenty years, and the rules for negotiating deals also need to change.

Date: 2013
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DOI: 10.1057/9781137344151_7

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