Interactive Approach to Negotiating Styles Dependent on Personality Traits

Grabowska Anna () and Kozina Andrzej ()
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Grabowska Anna: Jagiellonian University, Institute of Applied Psychology, Łojasiewicza 4 St., 30-348 Cracow, Poland
Kozina Andrzej: Cracow University of Economics, Management Process Department, Rakowicka 27 St., 31-510 Cracow, Poland

Journal of Management and Business Administration. Central Europe, 2016, vol. 24, issue 1, 2-16

Abstract: Purpose: This study was of a theoretical character and aimed at presenting various descriptions of the interactions between all possible pairs of four well-known negotiating styles dependent on personality traits.

Keywords: business negotiations; negotiating style; types of negotiating styles; mutual interactions within negotiations (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:vrs:jmbace:v:24:y:2016:i:1:p:2-16:n:1

DOI: 10.7206/jmba.ce.2450-7814.161

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