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Article
Interest-Based Negotiation: An Essential Business and Communications Tool for the Public Relations Counselor
Journal of Communication Management
  • Neil H. Katz, Nova Southeastern University
  • Nancy Pattarini, Paige Communications Group
ORCID ID
0000-0002-7289-5670
Publication Date
1-1-2008
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
Citation Information
Neil H. Katz and Nancy Pattarini. "Interest-Based Negotiation: An Essential Business and Communications Tool for the Public Relations Counselor" Journal of Communication Management Vol. 12 Iss. 1 (2008) p. 88 - 97 ISSN: 1363-254X
Available at: http://works.bepress.com/neil-katz/15/