Project Management

Beyond The Deal: Wage A "Negotiation Campaign"

Date Added: Nov 2010
Format: PDF

In contrast to the sweeping spectrum of this story, the "Unit of analysis" that negotiation scholars primarily examine is the individual deal. With this focus, they analyze the process by which parties interact, their deeper interests, their communication patterns, possible agreements, and other factors that may influence the outcome of a specific interaction. Through the analysis of a number of cases, public and private, large scale and small, the campaign concept has evolved as a distinctive form of negotiation setup.