negotiation 03.23

Improving Your Ability to Negotiate Effectively

A useful start point is to train yourself to observe and recognize what is happening during a negotiation. The negotiation tactics observation record shown in Figure 8.9 can …

interpersonal skills 03.15

Resistance and retaliation

In some cases competitive tactics appear to produce the desired effect whereas in others they provoke retaliation. Pruitt (1981) suggests that the reaction of the other party…

negotiation 03.11

Choice Of Strategy

Negotiators decide what to do on the basis of their expectations about how the others will respond. The outcome of a negotiation depends upon how accurately the negotiators d…

negotiation 03.07

Climate Setting

People’s behaviour can be interpreted in many different ways. An enquiry from someone the negotiator knows and trusts might be interpreted very differently than one from a st…

negotiation 03.02

Negotiating

We are all negotiators. Negotiation is a process of joint decision makingin which people with different preferred outcomes interact in order to resolve their differences. It …