Attitudes and Behaviors in Negotiation
AbstractAttitudes and behaviours are the ones which determine the approach styles of a negociation. The attitude the negotiator has towards the negociation activity confers him the tendency to adopt a specific style of facing these processes.There are numerous models of negociation styles , as a natural affinity for embracing specific behaviours.The negociation style is also influenced by the national culture of the negotiator; in this manner can different negotiators be described depending on the country or geographical area they come from.
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Bibliographic InfoArticle provided by Romanian Statistical Review in its journal Romanian Statistical Review Supplement.
Volume (Year): 61 (2013)
Issue (Month): 2 (May)
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negotiator; negociation relationships; negociation styles; cooperative style; conflictual style;
Find related papers by JEL classification:
- F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
- D01 - Microeconomics - - General - - - Microeconomic Behavior: Underlying Principles
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