ABSTRACT
This chapter presents strategies and their outcomes in relation to the many factors surrounding negotiations. Traditionally, attempts to understand different aspects of negotiations have used many perspectives, such as game theory, psychology, political science, communication, labour relations, law, sociology, and anthropology. Negotiation analysis can give valuable insight into the process and, with the use of rigorous academic disciplines from game theory and decision analysis to cognitive and social psychology, can greatly assist a negotiator in preparing and achieving beneficial outcomes. E-negotiations offer certain strategic advantages that do not exist in face-to-face negotiations, like the opportunity for in-depth intelligence and analysis before initiating the actual communication. Two cognitive approaches to decision making are generally observed in negotiations. One is a deductive approach and other is inductive approach. A negotiation strategy might be to exert force by attacking the other party's BATNA.
