Attitudes and Behaviors in Negotiation

Cibela Neagu and Cezar Braicu
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Cibela Neagu: „Artifex” University of Bucharest
Cezar Braicu: „Spiru Haret” University of Bucharest

Romanian Statistical Review Supplement, 2013, vol. 61, issue 2, 73-77

Abstract: Attitudes and behaviours are the ones which determine the approach styles of a negociation. The attitude the negotiator has towards the negociation activity confers him the tendency to adopt a specific style of facing these processes.There are numerous models of negociation styles , as a natural affinity for embracing specific behaviours.The negociation style is also influenced by the national culture of the negotiator; in this manner can different negotiators be described depending on the country or geographical area they come from.

Keywords: negotiator; negociation relationships; negociation styles; cooperative style; conflictual style (search for similar items in EconPapers)
JEL-codes: D01 F51 (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (1)

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