Understanding the Scope and Importance of Negotiation

Mohammad Ayub Khan () and Giovanni Maria Baldini ()
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Mohammad Ayub Khan: Tecnológico de Monterrey
Giovanni Maria Baldini: Tecnológico de Monterrey

Chapter 2 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 19-51 from Springer

Abstract: Abstract The discussion of the role and importance of negotiation in resolving conflicts of all types, large and small, has always been an important subject in the research and professional communities. Negotiation is one of the fastest and cheapest alternatives to dispute resolution, not only in the context of international business but also for resolving interpersonal disagreements. Therefore, understanding the significance of negotiation and its applications is essential for learners and practitioners alike. In particular, it is important to learn to negotiate across cultures and in different countries of the world. This chapter, therefore, elaborates various aspects of negotiation including its basic definitions, concepts, and theories, in addition to comparing it with other competing alternatives of dispute resolution such as adjudication, arbitration, and mediation.

Keywords: Negotiation; Negotiation strategies; Negotiation styles; Negotiation phases; Types of negotiation (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_2

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DOI: 10.1007/978-3-030-00277-0_2

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