ABSTRACT
While there is an inordinate amount of literature on the practice of negotiation, there are few theories of negotiation. The theory that does exist flows from a famous book produced from research at Harvard University, Getting to Yes. 1 The theories are mainly principled negotiation and positional negotiation, Getting to Yes says: principled = good, positional = bad. It is useful to think in terms of a continuum. Negotiation is a continuum with positional negotiation and principled negotiation at either ends.
