Negotiations: experienced vs. inexperienced negotiators
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Authors
Fitzsimmons, Patrick J.
Subjects
Negotiations
Experienced Negotiators
Inexperienced Negotiators
Experienced Negotiators
Inexperienced Negotiators
Advisors
Lamm, David V.
Date of Issue
1990-12
Date
December 1990
Publisher
Monterey, California: Naval Postgraduate School
Language
Abstract
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.
Type
Thesis
Description
Series/Report No
Department
Department of Administrative Sciences
Organization
Naval Postgraduate School (U.S.)
Identifiers
NPS Report Number
Sponsors
Funder
Format
viii, 180 p.
Citation
Distribution Statement
Approved for public release; distribution is unlimited.
Rights
This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. Copyright protection is not available for this work in the United States.