Negotiation Theory

Types of Negotiation

Table of contents

1. Introduction

2. Negotiation Theory: Foundations and Approaches

2.1. Basic concepts of negotiation

2.2. Negotiation approaches: An overview

2.2.1. Structural approach
2.2.2. Strategic approach
2.2.3. Behavioral approach
2.2.4. Processual approach
2.2.5. Integrative approach

2.3. Summary of approaches

3 Types of Negotiation
Negotiation Theory and Practice: A Review of the Literature

“major public policies are the outcome of a complex round of negotiation between interests, choices between values and competition between resources… there are no single ‘best’ options for any player in this game, for the ‘best’ outcome depends on what others do and what deals are possible.”
(Davis et.al., 1993)

1. INTRODUCTION

“Pure” conflict defined as the existence of competing interests between parties in absence of interests that are shared, is an anomaly in international relations where the defining feature of the relationship between states is mutual dependence. Such was the observation of Thomas Schelling, noted international economist, during the height of the Cold War. In the decades that have since transpired, globalizing developments in technology, communications, finance and trade have given rise to a world in which citizens, organizations and governments engage in millions of trans-national interactions on a daily basis. In the modern age, the need for developing mechanisms and skills to manage daily exchanges has grown, as has the necessity for smoothly navigating through the impasses that arise when the satisfaction of one nation’s interests, values or goals depend on the actions or intentions of another. At the national level, policies must address, and if possible, resolve tensions between the often divergent interests of an array of