Negotiation

Only available on StudyMode
  • Download(s) : 146
  • Published : June 20, 2011
Open Document
Text Preview
EASYPol Module 179

Negotiation Theory and Practice
A Review of the Literature

Negotiation Theory and Practice
A Review of the Literature
Tanya Alfredson, John Hopkins University, Baltimore, Maryland, USA and Azeta Cungu, Agricultural Policy Support Service, Policy Assistance and Resource Mobilization Division, FAO, Rome, Italy

for the
Food and Agriculture Organization of the United Nations, FAO

FAO Policy Learning Programme aims at strengthening the capacity of high level policy makers in member countries in the field of policies and strategies for agricultural and rural development by providing cutting-edge knowledge and facilitating knowledge exchange, and by reviewing practical mechanisms to implement policy changes.

About EASYPol EASYPol is a an on-line, interactive multilingual repository of downloadable resource materials for capacity development in policy making for food, agriculture and rural development. The EASYPol home page is available at: www.fao.org/easypol. EASYPol has been developed and is maintained by the Agricultural Policy Support Service, Policy Assistance and Resource Mobilization Division, FAO. The designations employed and the presentation of the material in this information product do not imply the expression of any opinion whatsoever on the part of the Food and Agriculture Organization of the United Nations concerning the legal status of any country, territory, city or area or of its authorities, or concerning the delimitation of its frontiers or boundaries. © FAO January 2008: All rights reserved. Reproduction and dissemination of material contained on FAO's Web site for educational or other non-commercial purposes are authorized without any prior written permission from the copyright holders provided the source is fully acknowledged. Reproduction of material for resale or other commercial purposes is prohibited without the written permission of the copyright holders. Applications for such permission should be addressed to: copyright@fao.org.

FAO Policy Learning Programme Negotiation Theory and Practice: A Review of the Literature

Table of contents
1. 2. 3. Introduction ........................................................................................ 1 Negotiation and Policy-Making Processes................................................. 2 Negotiation Theory: Foundations and Approaches .................................... 6 3.1. Basic concepts of negotiation ........................................................ 6 3.2. Negotiation approaches: An overview.......................................... 9 3.2.1. 3.2.2. 3.2.3. 3.2.4. 3.2.5. Structural approach .......................................................... 9 Strategic approach.......................................................... 10 Behavioral approach........................................................ 13 Processual approach........................................................ 15 Integrative approach ....................................................... 15

3.3. Summary of approaches ........................................................... 17 4. Practical Steps to Integrative Bargaining: The Seven Elements of Principled Negotiation.............................................................................................. 18 4.1. Identifying interests.............................................................................19 4.2. People................................................................................................19 4.3. Alternatives ........................................................................................20 4.4. Identifying options...............................................................................21 4.5. Criteria/Legitimacy ..............................................................................21 4.6. Commitments .....................................................................................23 4.7. Communication...
tracking img