CAHSS Faculty Articles
Interest-Based Negotiation: An Essential Business and Communications Tool for the Public Relations Counselor
ORCID ID
0000-0002-7289-5670
Publication Title
Journal of Communication Management
ISSN
1363-254X
Publication Date
2008
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.
DOI
10.1108/13632540810854253
Volume
12
Issue
1
First Page
88
Last Page
97
NSUWorks Citation
Katz, N. H., & Pattarini, N. (2008). Interest-Based Negotiation: An Essential Business and Communications Tool for the Public Relations Counselor. Journal of Communication Management, 12 (1), 88-97. https://doi.org/10.1108/13632540810854253
