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Four Rules for Collaborative Negotiations

In: Getting to We

Author

Listed:
  • Jeanette Nyden
  • Kate Vitasek
  • David Frydlinger

Abstract

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.

Suggested Citation

  • Jeanette Nyden & Kate Vitasek & David Frydlinger, 2013. "Four Rules for Collaborative Negotiations," Palgrave Macmillan Books, in: Getting to We, chapter 0, pages 123-134, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-34415-1_7
    DOI: 10.1057/9781137344151_7
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