Enhancing Negotiators' Successfulness

Stephen Weiss-Wik
Additional contact information
Stephen Weiss-Wik: Graduate School of Business Administration, New York University

Journal of Conflict Resolution, 1983, vol. 27, issue 4, 706-739

Abstract: This article offers synopses of six books recently written by negotiation trainers. It pulls together common guidelines, and focuses on three particular prescriptions. The recommendation that negotiators concentrate on needs is considered in light of empirical research on intangible issues, the nature and formulation of goals, and integrative processes. The recommendation that appropriate bargaining tactics be employed is examined with regard to research on overall strategies, extreme initial offers, concession making, and use of threats. Finally, emphasis on adroit communication is considered in light of research on bilateral focus, information gathering, phases of interaction, and styles of verbal expression. There are both matters on which trainers and researchers differ and matters on which they concur, but the juxtaposition of their perspectives appears valuable for the purposes of each group.

Date: 1983
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (3)

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/0022002783027004008 (text/html)

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:sae:jocore:v:27:y:1983:i:4:p:706-739

DOI: 10.1177/0022002783027004008

Access Statistics for this article

More articles in Journal of Conflict Resolution from Peace Science Society (International)
Bibliographic data for series maintained by SAGE Publications ().