Forming initial behavior

Andreas Nikolopoulos
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Andreas Nikolopoulos: Athens University of Economics and Business

Chapter Chapter 3 in Negotiating Strategically, 2011, pp 17-52 from Palgrave Macmillan

Abstract: Abstract Once a conflict is perceived, there are three initial behavior options: Depreciation. Action. Accumulation of the conflict. The behavior that is chosen will be selected depending on: The combination stemming from the relationship structure — extended or limited. The cost of the conflict — high or low. The conflict ability — high or low. In this context, we also deal with “incompatible behaviors”; these result in “lose” outcomes, especially for the party that induced them. Conflict depreciation is thoroughly examined to stress its significance, since it reinforces our conflict ability. This behavior leads to the avoidance of waste of our power reserves, enabling us to deal efficiently with our major conflicts.

Keywords: Power Budget; Initial Behavior; Emotional Conflict; Conflict Action; Power Reserve (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-30766-7_3

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DOI: 10.1057/9780230307667_3

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