haku: @author Anderson, T. / yhteensä: 18
viite: 3 / 18
| Tekijä: | Anderson, T. |
| Otsikko: | Step into my parlor: a survey of strategies and techniques for effective negotiation |
| Lehti: | Business Horizons
1992 : MAY-JUN, VOL. 35:3, p.71-76 |
| Asiasana: | NEGOTIATION CO-OPERATION COMMUNICATION STRATEGY MODELS |
| Kieli: | eng |
| Tiivistelmä: | At one extreme the process of negotiation can be called a cooperative pursuit of joint gains and a collaborative effort to create value. where none previously existed. A the other extreme, it can be described as a street fight. The negotiator's dilemma lies in determining where the cooperation ends and the street fight begins. To prevent reliance on intuition alone, researchers have developed formal models, designed to train and assist individuals in selecting the most appropriate negotiation strategy. Symbiotic and predatory strategies are described and analyzed. It is shown that a combination of these two types of approaches works best for the negotiator. |
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