Psychological Aspects of Negotiation

Margit Gaffal () and Jesús Padilla Gálvez ()
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Margit Gaffal: Complutense University
Jesús Padilla Gálvez: Universidad de Castilla-La Mancha

Chapter Chapter 5 in Dynamics of Rational Negotiation, 2023, pp 75-92 from Springer

Abstract: Abstract First, the necessary preconditions as a basis for negotiations are explored and the dynamics of mutual interests are presented in the form of a model. Then, the authors analyse the bargaining discourse and examine the distinctions that exists between persuasion, deception and fraud when negotiating goals. In this context, several negotiation tricks are presented that parties tend to use to maximise their benefits. Negotiation tactics are examined from an intercultural perspective by pointing out their context-specific implications. Finally, the authors give an overview of the most important non-verbal signals that may provide important clues about the negotiation strategy used by the other party.

Keywords: Dual concern model; Persuasive communication; Deception; Fraud; Negotiation tricks; Non-verbal messages (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-49051-4_5

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DOI: 10.1007/978-3-031-49051-4_5

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