Abstract
Negotiating and bargaining are daily activities for everybody. We are constantly testing our needs and objectives against those of other people. Through exchanges of information, suggestion, proposition and instruction we discover what are feasible objectives within a given situation and the price we should have to pay to achieve them. These transactions are more often conducted on an inter-personal basis, than in an inter-organizational context. Often, the needs we attempt to satisfy in our daily negotiations are those of self-respect, recognition, affection and personal security—rather than cash: the price that is often exacted is in similarly non-pecuniary terms.
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Loveridge, R.J. (1983). The Professional Negotiator: Roles, Resources and the Run of the Cards. In: Singleton, W.T. (eds) Social Skills. Springer, Dordrecht. https://doi.org/10.1007/978-94-011-7819-8_13
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DOI: https://doi.org/10.1007/978-94-011-7819-8_13
Publisher Name: Springer, Dordrecht
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