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The Tasks in Negotiating

In: Negotiation: From Theory to Practice

Author

Listed:
  • Jacques Rojot

    (University of Paris I - Sorbonne)

Abstract

We are now, in the final step of our analysis, going to deal with the most practical and pragmatic aspect of negotiating. Balance of power, analysis of the environment, strategy, tactics, style, the management of stages finally have to be expressed, converted into behavioural attitudes. This chapter will deal with actual behaviour at the bargaining table. The multiple aspects of behaviour involved in negotiating involve the following:1 establishing social contact sustaining relationships communicating listening (a little-practised part of communication) persuading understanding signalling reading signals controlling retaining flexibility building a climate responding to a climate providing stimuli

Suggested Citation

  • Jacques Rojot, 1991. "The Tasks in Negotiating," Palgrave Macmillan Books, in: Negotiation: From Theory to Practice, chapter 8, pages 197-216, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-11445-0_9
    DOI: 10.1007/978-1-349-11445-0_9
    as

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