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- W91066940 abstract "One of the most profound breakthroughs for students in negotiation courses is the realization that negotiations are not always win-lose, or more technically fixed-sum situations. However, many students of negotiation express frustration and exasperation when they attempt these new-found skills in 'real world' negotiations. This dilemma points to a fundamental misassumption about negotiation: the faulty belief that in order to reach integrative (win-win) agreements, both people need to be enlightened, that is, not only aware of the possibility of win-win, but actively committed to reaching win-win deals. In this research we examine whether or not enlightened negotiators can reach integrative outcomes even when the other party is un-enlightened. Furthermore, we investigate whether or not the particular interaction approach taken by the enlightened party is critical." @default.
- W91066940 created "2016-06-24" @default.
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- W91066940 date "2003-01-01" @default.
- W91066940 modified "2023-09-23" @default.
- W91066940 title "The Enlightened Negotiator: What is the Best Type of Interaction?" @default.
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- W91066940 doi "https://doi.org/10.2139/ssrn.400780" @default.
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