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Interest‐based negotiation An essential business and communications tool for the public relations counselor

Interest‐based negotiation An essential business and communications tool for the public relations... Purpose – The purpose of this paper is to introduce the principles of interest‐based negotiation to communications professionals and provide examples of how the technique can be applied to both the business and practice of public relations. Design/methodology/approach – The paper looks at interest‐based negotiation as an approach for managing differences or overcoming obstacles for the public relations counselor. Findings – The paper finds that with an understanding of interest‐based negotiation, the public relations counselor can introduce clients to a highly valuable approach for managing differences or overcoming obstacles. Using carefully articulated principles, steps, and techniques, interest‐based negotiation can improve client's ability to establish trust and credibility with stakeholders. The approach also can play a significant role in helping strengthen rapport in the public relations consultant‐client relationship. Originality/value – The paper provides interesting information on the use of interest‐based negotiation. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Communication Management Emerald Publishing

Interest‐based negotiation An essential business and communications tool for the public relations counselor

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References (5)

Publisher
Emerald Publishing
Copyright
Copyright © 2008 Emerald Group Publishing Limited. All rights reserved.
ISSN
1363-254X
DOI
10.1108/13632540810854253
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this paper is to introduce the principles of interest‐based negotiation to communications professionals and provide examples of how the technique can be applied to both the business and practice of public relations. Design/methodology/approach – The paper looks at interest‐based negotiation as an approach for managing differences or overcoming obstacles for the public relations counselor. Findings – The paper finds that with an understanding of interest‐based negotiation, the public relations counselor can introduce clients to a highly valuable approach for managing differences or overcoming obstacles. Using carefully articulated principles, steps, and techniques, interest‐based negotiation can improve client's ability to establish trust and credibility with stakeholders. The approach also can play a significant role in helping strengthen rapport in the public relations consultant‐client relationship. Originality/value – The paper provides interesting information on the use of interest‐based negotiation.

Journal

Journal of Communication ManagementEmerald Publishing

Published: Feb 15, 2008

Keywords: Negotiating; Communications; Public relations

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