Traditional, static negotiation theories focus on descriptions of various external factors that influence the outcome of negotiations. They are useful in predicting the negotiation outcome in a limited way, because the result of the negotiation is ultimately determined not only by objective...

Negotiation theories focus on descriptions of various factors that influence the outcome of negotiations. Although the relationship between these factors and the outcome of the negotiation cannot be denied the result of the negotiation is clearly not predetermined but is worked out during the...