ABSTRACT
Persuasion and negotiations are highly integrated. A negotiation process involves the use of persuasion through several essential elements. This then begs the question: What exactly is a negotiation? At the cursory level, a negotiation may conjure visions of boardroom battles or courtroom showdowns before a rapt audience. But this does not provide readily apparent answers to the question of what is and is not a negotiation. To get to a more defined and refined method of thinking about negotiation theory and practice, this chapter provides a detailed analysis of the elements of negotiation within the broader arc of the subject matter’s two main models – the positional (distributive) and interest-based (integrative) bargaining models – as a negotiation process and outcome. Utilizing these negotiation tools helps people find creative ways to supersize the proverbial pie.
