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Psychological Aspects of Negotiation

In: Dynamics of Rational Negotiation

Author

Listed:
  • Margit Gaffal

    (Complutense University)

  • Jesús Padilla Gálvez

    (Universidad de Castilla-La Mancha)

Abstract

First, the necessary preconditions as a basis for negotiations are explored and the dynamics of mutual interests are presented in the form of a model. Then, the authors analyse the bargaining discourse and examine the distinctions that exists between persuasion, deception and fraud when negotiating goals. In this context, several negotiation tricks are presented that parties tend to use to maximise their benefits. Negotiation tactics are examined from an intercultural perspective by pointing out their context-specific implications. Finally, the authors give an overview of the most important non-verbal signals that may provide important clues about the negotiation strategy used by the other party.

Suggested Citation

  • Margit Gaffal & Jesús Padilla Gálvez, 2023. "Psychological Aspects of Negotiation," Springer Books, in: Dynamics of Rational Negotiation, chapter 0, pages 75-92, Springer.
    • Handle: RePEc:spr:sprchp:978-3-031-49051-4_5
    DOI: 10.1007/978-3-031-49051-4_5
    as

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