Style Choices

Keld Jensen

Chapter Chapter 8 in The Trust Factor, 2013, pp 167-201 from Palgrave Macmillan

Abstract: Abstract Negotiators have style choices that reflect their attitude and govern their behavior during a negotiation. These style choices can be used with any of the strategic choices, although some are less compatible, such as combat (the style choice) in conjunction with SMARTnership (the strategic choice). Cooperation is generally more compatible with SMARTnership, while combat is more compatible with zero-sum.

Date: 2013
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DOI: 10.1057/9781137333681_8

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