Negotiating Styles

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

Chapter 6 in Negotiation: From Theory to Practice, 1991, pp 149-173 from Palgrave Macmillan

Abstract: Abstract Our starting-point is made of two often-heard questions; the first being, ‘What is effective negotiating behaviour?’ or ‘How do I recognise an effective negotiator when I meet him, either face-to-face or on the telephone?’; the second question being, ‘Is one type of negotiating behaviour more successful or effective than any other?’ In order to provide an answer to these central concerns it is convenient to use the idea of negotiating style. An understanding of the concept of negotiating style and of its limits can be useful both in conceptual terms and to the practitioner concerned either in developing his skills or coping with a current negotiating situation.

Keywords: Negative Behaviour; Early Thirty; Bargaining Situation; Adaptative Element; Specific Negotiation (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_7

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DOI: 10.1007/978-1-349-11445-0_7

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