Negotiation: Methodology and Training started as a literature review identifying research areas to be investigated by the Programme on Negotiation of the Institute for Communication Research (HSRC). The need for a general overview of negotiation methodology (theory and research methods) became apparent from the demand for the review from students, instructors and practitioners. It was therefore decided to publish the review as a book and to add a chapter on training.
The purpose of the book is to provide a useful overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines. It also includes references to research done by directly observing real (as opposed to simulated) intercultural negotiations in southern Africa.
The most prominent theoretical approaches and the models that developed from these approaches are discussed and classified in terms of their underlying structure. In addition the strong points and limitations of the models are compared. The methods used to study negotiation and the type and value of knowledge resulting from the various methods are covered. Elements such as power, credibility, trust, negotiator personality, experience and perception - all of which play a role in negotiation - are discussed. The book concludes with an evaluation of well-known training materials and courses. The need to base training courses on research is stressed, and areas that still require attention are pointed out.
1. Introduction: The nature and significance of negotiation
2. Concept and definitions
3. Theories and models of negotiation
4. Negotiation research
5. Elements of negotiation
6. Training in negotiation