Negotiating with the Various Types of Negotiators

Kim Cheng Patrick Low
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Kim Cheng Patrick Low: University of the South Pacific

Chapter 11 in Successfully Negotiating in Asia, 2020, pp 241-278 from Springer

Abstract: Abstract Skilled negotiators need to handle different types of negotiators, and in this chapter, some techniques when negotiating with the various types of negotiators are highlighted.

Keywords: Angry; Crackpot; Egoistic person; Extrovert; Gender differences; Impatient; Introvert; Lying; Meandering negotiator; Non-negotiator; Nurturing; Sensing; Stay calm; Storyteller; Thinking; Victim-negotiator (search for similar items in EconPapers)
Date: 2020
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-48655-6_11

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DOI: 10.1007/978-3-030-48655-6_11

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