The Tasks in Negotiating

  • Jacques Rojot


We are now, in the final step of our analysis, going to deal with the most practical and pragmatic aspect of negotiating. Balance of power, analysis of the environment, strategy, tactics, style, the management of stages finally have to be expressed, converted into behavioural attitudes. This chapter will deal with actual behaviour at the bargaining table. The multiple aspects of behaviour involved in negotiating involve the following:1
  • establishing social contact

  • sustaining relationships

  • communicating

  • listening (a little-practised part of communication)

  • persuading

  • understanding

  • signalling

  • reading signals

  • controlling

  • retaining flexibility

  • building a climate

  • responding to a climate

  • providing stimuli


Bargaining Power Team Leader Negotiate Process Bargaining Table Behavioural Attitude 
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Notes and References

  1. 1.
    A. W. Gottschalk, Cedep Teaching Notes, 1974.Google Scholar
  2. 2.
    The terms refer to the figure presented in Chapter 3, the selection of a strategy, first strategic choice.Google Scholar
  3. 3.
    See Walton and McKersie, A Behavioral Theory of Labor Negotiations, pp. 161ff for supporting data.Google Scholar
  4. 4.
    See Scheliing, The Strategy of Conflict, Chapter 1, Section 3, for examples of tacit co-ordination and bargaining.Google Scholar
  5. 5.
    C. L. Karass, Give and Take (New York: Crowell, 1974) p. 100.Google Scholar
  6. 6.
    Nierenberg, Fundamentals of Negotiating, ch. 1.Google Scholar
  7. 7.
    Strategy and Tactics in Labor Negotiations.Google Scholar
  8. 8.
    Kennedy, Benson and McMillan, Managing Negotiations (London: Business Books Ltd, 1980) ch. 5.Google Scholar
  9. 9.
    Karass, Give and Take.Google Scholar
  10. 10.
    See, for instance, G. J. Nierenberg and H. Calero, How to Read a Person Like a Book (New York: Hawthorn Books, 1971).Google Scholar
  11. 11.
    This problem, as well as the precedent one, has been widely discussed, see W. P. Scott, The Skills of Negotiating (Aldershot: Gower, 1981) p. 155; Marsh, Contract Negotiator Handbook, p. 207; Sparks, p. 24. who devote a chapter each to his subject.Google Scholar
  12. 12.
    However, it should be said that in certain cultures negotiation by teams is prevalent, in Japan or in Eastern Europe, for instance.Google Scholar
  13. 13.
    The method has been published in R. Fischer and W. Ury, Getting to Yes, Negotiating Agreements without Giving in (Boston, Mass.: Houghton Mifflin, 1981). It is part of the ongoing Harvard research project on negotiating.Google Scholar
  14. 14.
    The results of that research have been published in N. Rackham and J. Carlisle, ‘The effective negotiator’. Journal of European Industrial Training, vol. 2 (1978) no. 6, pp. 6–12 and vol. 2 (1978) no. 7.CrossRefGoogle Scholar

Copyright information

© Jacques Rojot 1991

Authors and Affiliations

  • Jacques Rojot
    • 1
  1. 1.University of Paris I - SorbonneFrance

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