In spite of the existence of negotiating theories, it is frequently difficult to apply theoretical and conceptual knowledge in a practical situation. In order to be a good negotiator, one should have negotiation skills as well as a theoretical knowledge. But without a practical experience it is hard to negotiate effectively.
Interpersonal skills are very important in the negotiation, but what can help a negotiating party while thinking what to do is not an elaborated theory, but rather is it a simple analysis and intuition.
- Raiffa, Howard. 1982. The art and science of negotiation. Harvard University Press. Pages 119-133.
- Murcott, Owen. 1991. IBS Management Training. Hanzehogeschool. Groningen.