Negotiation Influence Behaviors

Alan McCarthy and Steve Hay

Chapter Chapter 18 in Advanced Negotiation Techniques, 2015, pp 153-154 from Springer

Abstract: Abstract Table 18-1 summarizes and paraphrases the ten categories of influence behavior, based on the 2002 article “Influencing in Hostage Negotiations: The Table of Ten” by Ellen Giebels.

Keywords: Influence Behavior; Hostage Negotiations; Giebeler; 2002 Article (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0850-2_18

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DOI: 10.1007/978-1-4842-0850-2_18

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