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- W51979828 abstract "This article discusses the three major negotiating styles and their impact on bargaining interactions. The first is the Cooperative/Problem-Solving style in which the participants are entirely open with each other, and work to achieve fair agreements that maximize the joint gains they achieve. The Competitive/Adversarial style involves persons who are less open and strive to maximize their own returns. The third approach involves the Competitive/Problem-Solving style in which negotiators seek generous returns for themselves, but also work to maximize the joint returns achieved by both sides. Studies show that over half of Cooperative/Problem-Solvers are considered by their peers to be effective negotiators, while fewer than 25 percent of Competitive/Adversarial negotiators are. When one examines the primary goals of Cooperative/Problem-Solvers, it becomes clear that some are wolves in sheep's clothing, since their second objective is to maximize their own returns. This is what makes many of these individuals Competitive/Problem-Solvers: they have a competitive objective, but work to maximize the joint returns achieved by the negotiating parties." @default.
- W51979828 created "2016-06-24" @default.
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- W51979828 date "2003-01-01" @default.
- W51979828 modified "2023-09-23" @default.
- W51979828 title "Negotiation Styles: The Impact on Bargaining Transactions" @default.
- W51979828 hasPublicationYear "2003" @default.
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