Download This PaperThe Impact of Negotiator Styles on Bargaining Interactions
21 Pages Posted: 22 Aug 2012 Last revised: 25 Sep 2012
Date Written: August 20, 2012
Abstract
This article examines the different techniques and bargaining traits associated with negotiator styles. It explores the Cooperative/Problem Solving, Competititve-Adversarial, and Competitive/Problem-Solving styles to determine which ones are more common among practicing lawyers, and which one is likely to be employed by proficient negotiators.
Keywords: negotiations, negotiator styles, bargaining proficiency
JEL Classification: C78, K10, K41
Suggested Citation: Suggested Citation
Craver, Charles B., The Impact of Negotiator Styles on Bargaining Interactions (August 20, 2012). American Journl of Trial Advocacy, Vol. 35, p. 1, 2011, GWU Legal Studies Research Paper No. 2012-75, GWU Law School Public Law Research Paper No. 2012-75, Available at SSRN: https://ssrn.com/abstract=2132574
Charles B. Craver (Contact Author)
George Washington University - Law School ( email )
2000 H Street, N.W.
Washington, DC 20052
United States
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