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Attitudes and Behaviors in Negotiation

Author

Listed:
  • Cibela NEAGU

    („Artifex” University of Bucharest)

  • Cezar BRAICU

    („Spiru Haret” University of Bucharest)

Abstract

Attitudes 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.

Suggested Citation

  • Cibela NEAGU & Cezar BRAICU, 2013. "Attitudes and Behaviors in Negotiation," Romanian Statistical Review Supplement, Romanian Statistical Review, vol. 61(2), pages 73-77, May.
    • Handle: RePEc:rsr:supplm:v:61:y:2013:i:2:p:73-77
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    File URL: http://www.revistadestatistica.ro/suplimente/2013/2_2013/srrs2_2013a10.pdf
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    Citations

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    Cited by:

    1. Claudia , MOISE, 2014. "Importance Of Beliefs, Attitudes And Values In The Frame Of Human Resource Motivation," Annals of Spiru Haret University, Economic Series, Universitatea Spiru Haret, vol. 5(2), pages 17-26.

    More about this item

    Keywords

    negotiator; negociation relationships; negociation styles; cooperative style; conflictual style;
    All these keywords.

    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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