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Enhancing Negotiators' Successfulness

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  • Stephen Weiss-Wik

    (Graduate School of Business Administration, New York University)

Abstract

This article offers synopses of six books recently written by negotiation trainers. It pulls together common guidelines, and focuses on three particular prescriptions. The recommendation that negotiators concentrate on needs is considered in light of empirical research on intangible issues, the nature and formulation of goals, and integrative processes. The recommendation that appropriate bargaining tactics be employed is examined with regard to research on overall strategies, extreme initial offers, concession making, and use of threats. Finally, emphasis on adroit communication is considered in light of research on bilateral focus, information gathering, phases of interaction, and styles of verbal expression. There are both matters on which trainers and researchers differ and matters on which they concur, but the juxtaposition of their perspectives appears valuable for the purposes of each group.

Suggested Citation

  • Stephen Weiss-Wik, 1983. "Enhancing Negotiators' Successfulness," Journal of Conflict Resolution, Peace Science Society (International), vol. 27(4), pages 706-739, December.
    • Handle: RePEc:sae:jocore:v:27:y:1983:i:4:p:706-739
    DOI: 10.1177/0022002783027004008
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    References listed on IDEAS

    as
    1. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    2. Robert L. Bishop, 1963. "Game-Theoretic Analyses of Bargaining," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 77(4), pages 559-602.
    3. Donald R. Kinder & Janet A. Weiss, 1978. "In Lieu of Rationality: Psychological Perspectives on Foreign Policy Decision Making," Journal of Conflict Resolution, Peace Science Society (International), vol. 22(4), pages 707-735, December.
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    Cited by:

    1. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.
    2. James H. Tiessen & Thomas F. Funk, 1993. "Farmer bargaining when purchasing machinery and fertilizer: A study in commercial negotiation," Agribusiness, John Wiley & Sons, Ltd., vol. 9(2), pages 129-142.
    3. Richard Wendell Fogg, 1985. "Dealing with Conflict," Journal of Conflict Resolution, Peace Science Society (International), vol. 29(2), pages 330-358, June.

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