IDEAS home Printed from https://ideas.repec.org/h/pal/palchp/978-1-349-11445-0_6.html
   My bibliography  Save this book chapter

Negotiating Tactics

In: Negotiation: From Theory to Practice

Author

Listed:
  • Jacques Rojot

    (University of Paris I - Sorbonne)

Abstract

In this chapter our aim is to understand what tactics are and how they are used. This is necessary from the standpoint of a party using a tactic, but also from the other side of the table: from the standpoint of the party towards which a tactic is directed. It can be suggested that a tactic understood is, in practice, much less of a problem to a negotiator.

Suggested Citation

  • Jacques Rojot, 1991. "Negotiating Tactics," Palgrave Macmillan Books, in: Negotiation: From Theory to Practice, chapter 5, pages 108-144, Palgrave Macmillan.
  • Handle: RePEc:pal:palchp:978-1-349-11445-0_6
    DOI: 10.1007/978-1-349-11445-0_6
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:palchp:978-1-349-11445-0_6. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.