Abstract
The Latin word negotium is the negation of otium and originally meant the nonexistence of leisure. Since ancient times, the term brought with it the recognition of an activity, and more properly of a work activity. There are many theories that have been studying the phenomenon of negotiations, and this chapter aims to provide an appropriate summary of those theories to serve a theoretical framework for the book. First, an attempt was made to provide an overview of the meaning of negotiation provided by the literature, and then review the main disciplinary areas approached to the study of negotiations, until reaching the theory of negotiations, to which the work refers to. Once the disciplinary fields of study and reference have been identified, starting from the general characteristics of the negotiations, the field has been narrowed down to the specific subject of the book, thus arriving at multilateral negotiations.
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Caputo, A. (2019). A Theoretical Framework for Negotiation. In: Strategic Corporate Negotiations. Palgrave Pivot, Cham. https://doi.org/10.1007/978-3-030-15479-0_1
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DOI: https://doi.org/10.1007/978-3-030-15479-0_1
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