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About Negotiation Theory

The art of negotiation, exercised through both written and verbal means, is a tool of human behavior. In the study Negotiation via Internet Technology: Theory and Application, Negotiation Theory is described as "an interpersonal decision-making process by which two or more people make mutual decisions concerning the allocation of scarce resources" (Pruitt & Carnevale, 1993). But how exactly does negotiation differ from situation to situation? Is it fair to say that the way in which we interact, nature of the opposer, nature of the problem and environment in which the negotiation takes place all contribute to the outcome of a negotiation? Here, we will attempt to answer this question and also study how the differences that exist between face-to-face and technological communication change the way in which we communicate and in effect arrive at a negotiation between opposing sides.