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Analysis Of Negotiator Behavior

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... two extreme negotiation stances that a negotiator might adopt during the course of a negotiation. The authors term these Bills of lading can be negotiated in either non-negotiable or negotiable terms. When non-negotiable, the bill determines negotiator to feel resentful and taken advantage of. The authors present a third method of negotiation--"principled negotiation"--which they claim is a negotiation technique http://www.dhfs.wisconsin.gov/DPH_BFCH/index.htm . The Role of the Negotiator: What are the roles of the negotiator? What is Negotiation Jujitsu? What is information technology affects social behavior" (2002, p. 109ff). Their study involved reviewing research and theory concerning how email affects negotiation behavior. They note that ...



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Sources list for ANALYSIS OF NEGOTIATOR BEHAVIOR:

Kolb, Deborah. (January 26, 2004). "Keeping your cool in negotiations." Negotiations. Retrieved on February 19, 2004 at http://hbswk.hbs.edu/item.jhtml?id=3867&t=strategy
Negotiation Strategies for Wal-Mart

Nudell, Mayer; Antokol, Norman. "Negotiating for life: Negotiating with hostage takers" Retrieved from http://www.carnelian-inte rnational.com/article2.htm Nudell, Mayer; Antokol, Norman. "Negotiating for life: Negotiating with hostage takers" Retrieved from http://www.carnelian-inte rnational.com/article2.htm Accessed on 25 April, 2005
Hostage Negotiation

Krugman, P. 1997. What Should Trade Negotiators Negotiate About? Journal of Economic Literature 35 (March): 113-20.
Trade Patterns of the U.S. and China

Kolb, Deborah M. and Coolidge, G. G. "Her Place at the Table: A Consideration of Gender Issues in Negotiation." In J. W. Breslin and J.Z. Rubin (Eds.) Negotiation Theory and Practice (pp. 261-277). Cambridge, MA: Program on Negotiation at Harvard Law Scho
The Gender Gap in Negotiations

Clyman, Dana R. and Thomas R. Tripp. "Discrepant Values and Measures of Negotiator Performance," Group Decision and Negotiation 9(2000).
The Gender Gap in Negotiations

 

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