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Negotiating Tactics

In: Negotiation: From Theory to Practice

Author

Listed:
  • Jacques Rojot

    (University of Paris I - Sorbonne)

Abstract

In this chapter our aim is to understand what tactics are and how they are used. This is necessary from the standpoint of a party using a tactic, but also from the other side of the table: from the standpoint of the party towards which a tactic is directed. It can be suggested that a tactic understood is, in practice, much less of a problem to a negotiator.

Suggested Citation

  • Jacques Rojot, 1991. "Negotiating Tactics," Palgrave Macmillan Books, in: Negotiation: From Theory to Practice, chapter 5, pages 108-144, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-11445-0_6
    DOI: 10.1007/978-1-349-11445-0_6
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