Document Type
Article
Publication Date
5-30-2017
Abstract
There isn’t a single negotiation theory – it comes from many different sources. For example, one person said that labeling using conceptual frameworks, such as Roger Fisher’s and Daniel Shapiro’s five core concerns, can be useful in understanding and dealing with emotions. Others pointed to the value of procedural justice, human needs, and social value theories. Social value theory involves people’s orientations about resource allocation.
Recommended Citation
John M. Lande,
WHAT THEORY DO PRACTITIONERS WANT?
(2017).
Available at: https://scholarship.law.missouri.edu/fac_blogs/19