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... > social science subjects > communication and media studies > communication studies > communication theory > applications and contexts > negotiation theory
... > social science subjects > communication and media studies > communication studies > communication theory > interpersonal concepts > negotiation theory
... > social science subjects > communication and media studies > communication studies > communication theory > psycho-cognitive orientations > negotiation theory
... > social science subjects > communication and media studies > communication studies > communication theory > social-interactional orientations > negotiation theory

Preferred term

negotiation theory  

Definition

  • Negotiation is one approach for managing conflict within interpersonal, group, organizational, societal, and international settings. Negotiation is typically distinguished from other forms of conflict management through its emphasis on incompatible goals among persons and the exchange of proposals intended to reduce the differences among these incompatibilities and create an agreement. [Source: Encyclopedia of Communication Theory; Negotiation Theory]

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https://concepts.sagepub.com/social-science/concept/negotiation_theory

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