The Selection of a Strategy

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

Chapter 4 in Negotiation: From Theory to Practice, 1991, pp 94-107 from Palgrave Macmillan

Abstract: Abstract The formulation of a negotiating strategy is in practice an important task and it is necessary that a party be aware of its role and process and undertake it prior to entering the third stage of negotiation, marked by the interaction of the individual negotiators for each party, who then will enter into contact with each other. It belongs therefore to the second step, the process. In this chapter we will examine the elements to be considered to complete the choice of a strategy among several options, resulting from the combination of the determinants discussed above.

Keywords: Bargaining Power; Strategic Choice; Internal Issue; Collaborative Problem; Preceding Chapter (search for similar items in EconPapers)
Date: 1991
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DOI: 10.1007/978-1-349-11445-0_5

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