Ways to handle a conflict

Andreas Nikolopoulos
Additional contact information
Andreas Nikolopoulos: Athens University of Economics and Business

Chapter Chapter 7 in Negotiating Strategically, 2011, pp 143-181 from Palgrave Macmillan

Abstract: Abstract Traditional negotiation strategies, concerning types of direct negotiations, are further broadened to types of virtual negotiations and isolated actions. In complex negotiations, the parties tend to develop mixes of negotiating strategies to improve their effectiveness. In addition, the parties often use incongruent strategies. This chapter stresses the interpretative nature of the proposed concept, which enables both the development and evaluation of such advanced dealings, and the decoding of the other party’s negotiating behavior.

Keywords: Mobile Phone; Power Budget; Total Benefit; Mutual Gain; Street Market (search for similar items in EconPapers)
Date: 2011
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-30766-7_7

Ordering information: This item can be ordered from
http://www.palgrave.com/9780230307667

DOI: 10.1057/9780230307667_7

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().