Negotiating Tactics

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

Chapter 5 in Negotiation: From Theory to Practice, 1991, pp 108-144 from Palgrave Macmillan

Abstract: Abstract In this chapter our aim is to understand what tactics are and how they are used. This is necessary from the standpoint of a party using a tactic, but also from the other side of the table: from the standpoint of the party towards which a tactic is directed. It can be suggested that a tactic understood is, in practice, much less of a problem to a negotiator.

Keywords: Bargaining Power; Industrial Relation; Pressure Tactic; Negotiate Process; Shop Steward (search for similar items in EconPapers)
Date: 1991
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-349-11445-0_6

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DOI: 10.1007/978-1-349-11445-0_6

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