Roy J. Lewicki

Edward C. Tomlinson

Negotiation is “a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests” (Pruitt, 1981, p. xi). In other words, the parties to a dispute attempt to jointly create an agreement that resolves a conflict between them (as opposed to, for example, resorting to force or appealing to a third party’s judgment). Because conflicts can arise in every facet of life, negotiation can be a relevant and viable conflict resolution technique in contexts far beyond purchasing a car or settling the terms of a new job.

The potential that negotiation offers in terms of resolving conflicts more efficiently and creating more satisfaction ...

Get The Handbook of Conflict Resolution: Theory and Practice, 3rd Edition now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.