Negotiations: experienced vs. inexperienced negotiators
Fitzsimmons, Patrick J.
Lamm, David V.
Fitzgerald, David M.
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The negotiation process is one of conflict resolution. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit to each and that will establish the framework for future business transactions. With an unlimited number of variables and possibilities, a negotiation can be a labyrinthine process of eternal frustration, or it can be as simple as the spoken word and a handshake. However, one common factor binds all negotiations: the participants are there to strike a bargain. Negotiation is the route to that agreement. The purpose of this thesis is to examine the negotiation process from the standpoints of experienced and inexperienced negotiators, and to compare the ethics, tactics, and strategies used by each group.
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Sist, Arno J. (Monterey, California. Naval Postgraduate School, 1994-06);Negotiation is an integral part of everyday life. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit and that sets the framework for ...
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