NEGOTIATION STYLES AND STRATEGY

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 6 in Negotiate, Persuade and Create Great Deals, 2020, pp 95-106 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The negotiation process is an unpredictable, interactive, and evolving process. You may know what your own negotiation style is but you may not always know who your counterparty will be and how they will behave at the table. Therefore, it is critically important to have a negotiation strategy that responds well to an unpredictable negotiation process. In this chapter, we identify three negotiation styles, discuss how to create value in negotiation, and present an interest-based negotiation framework.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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