CHAPTER THIRTY-THREE

NEGOTIATION

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 ...

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