Managing the Process of Negotiation

Abstract

There is a growing literature on negotiation, much of which is directed towards negotiations which take place in the industrial relations context. However, negotiation is a practical activity and there is a need to bridge the gap between the thoeretical framework of the negotiation process and the appropriate application of particular negotiating techniques. One approach is to present an explanatory framework in terms of the motivation of one's negotiating opponent, usually relying on Maslow's hierarchy of needs. These authors then present a series of semi‐anecdotal descriptions of tactics to employ. Such an approach does not fully present any underlying principles to be grasped by negotiators, nor does it form a basis for the training of negotiating techniques.

Citation

Fells, R.E. (1986), "Managing the Process of Negotiation", Employee Relations, Vol. 8 No. 1, pp. 17-22. https://doi.org/10.1108/eb055065