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Understanding Competing Theories of Negotiation

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Title: Understanding Competing Theories of Negotiation
Author: Murray, John S.
Abstract: This article concentrates on the two leading theories of negotiation: the competitive and problem-solving theories. Professor Murray explores whether or not there really are two competing theories that explain realities in the negotiation setting, if the strategies that each favor necessarily conflict, what behavioral characteristics each explains, and the downside risks hidden within each theory. The goal of this article is to sketch a theoretical map that is both accurate for purposes of understanding the negotiating situation and descriptive in a way that is useful to the practicing negotiator.
Date: 1986

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