Negotiation Approaches: Claiming and Creating Value

Jill M. Purdy

Chapter 3 in Negotiation Excellence:Successful Deal Making, 2014, pp 39-58 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Negotiations occur when parties experience or anticipate interdependence. Negotiators may seek to acquire information or resources from others, resolve a dispute, or explore the possibility of creating something new by working together. During a negotiation, the parties use a variety of behaviors to frame the boundaries of the negotiation, exchange information, construct possible solutions, and advocate for a preferred outcome. While these basic elements of negotiation remain the same across many contexts, the approaches that the parties take to move through the negotiation process may vary significantly. Consider the following example…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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