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Published in:
2013 | OriginalPaper | Chapter
Four Rules for Collaborative Negotiations
Authors : Jeanette Nyden, Kate Vitasek, David Frydlinger
Published in: Getting to We
Publisher: Palgrave Macmillan US
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Many negotiation experts refer to negotiations as a game. Chester L. Karrass is one of those experts. His book The Negotiating Game,1 published in 1992, sets the stage for very traditional transaction-based negotiations. Karrass and other experts have taught the same rules of engagement for negotiating deals for decades. But what people fail to understand is that business has changed dramatically in the past twenty years, and the rules for negotiating deals also need to change.