This text presents a research-based analysis of negotiation. It examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states, the motives and perceptions, that determine negotiator behaviours and the antecedents of these states. Among the antecedents examined are the negotiator's role in his or her organization, conflict style, the other party's behaviour, the way...
Format:Paperback
Language:English
ISBN:0335098657
ISBN13:9780335098651
Release Date:January 1993
Publisher:Taylor & Francis Group
Length:272 Pages
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