The Tasks in Negotiating

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

Chapter 8 in Negotiation: From Theory to Practice, 1991, pp 197-216 from Palgrave Macmillan

Abstract: Abstract We are now, in the final step of our analysis, going to deal with the most practical and pragmatic aspect of negotiating. Balance of power, analysis of the environment, strategy, tactics, style, the management of stages finally have to be expressed, converted into behavioural attitudes. This chapter will deal with actual behaviour at the bargaining table. The multiple aspects of behaviour involved in negotiating involve the following:1 establishing social contact sustaining relationships communicating listening (a little-practised part of communication) persuading understanding signalling reading signals controlling retaining flexibility building a climate responding to a climate providing stimuli

Keywords: Bargaining Power; Team Leader; Negotiate Process; Bargaining Table; Behavioural Attitude (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_9

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DOI: 10.1007/978-1-349-11445-0_9

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