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Evaluation of consequences

In: Negotiating Strategically

Author

Listed:
  • Andreas Nikolopoulos

    (Athens University of Economics and Business)

Abstract

An efficient negotiation strategy does not always ensure its effectiveness. For this reason, it is important to assess the consequences concerning the costs, profits, positive and negative influences and their duration that may follow our actions. This assessment is based on the definition of the consequences for each of the stages previously discussed (power reserves, formation of initial behavior, power budget and conditions). As yet, the picture is not complete until we consider the other party’s behavior: this leads to the development of the concept of “predictable behaviors”.

Suggested Citation

  • Andreas Nikolopoulos, 2011. "Evaluation of consequences," Palgrave Macmillan Books, in: Negotiating Strategically, chapter 0, pages 122-142, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-30766-7_6
    DOI: 10.1057/9780230307667_6
    as

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