negotiation theory
nuh-goh-shee-AY-shun THEER-ee
nɪˌɡoʊʃiˈeɪʃən ˈθɪəriːListen
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Dictionary meaning
the academic and practical study of how parties with divergent interests can reach mutually acceptable agreements through structured communication, exchange of information, and strategic bargaining; negotiation theory encompasses principled negotiation — developed at the Harvard Negotiation Project and articulated in Getting to Yes by Fisher, Ury, and Patton — which advises separating people from problems, focusing on interests rather than positions, generating options for mutual gain, and insisting on objective criteria; other theoretical frameworks include game-theoretic models of strategic interaction, psychological analyses of cognitive biases and emotional dynamics in negotiation, and cross-cultural studies of how negotiation norms and styles vary across societies; negotiation theory has applications in diplomacy, labour relations, commercial contracting, family mediation, and international conflict resolution
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