Strategic Choice in Negotiation
- 1 November 1983
- journal article
- research article
- Published by SAGE Publications in American Behavioral Scientist
- Vol. 27 (2) , 167-194
- https://doi.org/10.1177/000276483027002005
Abstract
Four basic negotiating strategies are analyzed along with the outcomes they encourage and the determinants of their use. Guidelines for influencing the strategic choice of one's bargaining partners are also presented with an emphasis on techniques for encouraging one's adversaries to move away from contentious behavior and toward problem solving.Keywords
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