Abstract
The formulation of a negotiating strategy is in practice an important task and it is necessary that a party be aware of its role and process and undertake it prior to entering the third stage of negotiation, marked by the interaction of the individual negotiators for each party, who then will enter into contact with each other. It belongs therefore to the second step, the process. In this chapter we will examine the elements to be considered to complete the choice of a strategy among several options, resulting from the combination of the determinants discussed above.
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Notes and References
The presentation of this diagram is inspired by the one proposed by Thomas, see K. Thomas, ‘Conflict and Conflict Management’, Chapter 21, in Marwin W. Dunette (ed.), Handbook of Industrial and Organizational Psychology (Chicago: Rand McNally, 1976) pp. 889–935.
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© 1991 Jacques Rojot
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Rojot, J. (1991). The Selection of a Strategy. In: Negotiation: From Theory to Practice. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-11445-0_5
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DOI: https://doi.org/10.1007/978-1-349-11445-0_5
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-11447-4
Online ISBN: 978-1-349-11445-0
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