A look at the aspects of negotiation including concealment/openness, tangibles/intangibles and negotiating style.
Written in 1992; 1,125 words; 5 sources; $ 39.95
From the Paper:
"Negotiation is a basic generic human activity. The world is a giant negotiating table such that a person can negotiate many different things in many different situations.. Negotiations can occur over labor relations, buying purchases, salaries, strikes, international affairs such as war and freeing hostages as well as family issues such as divorce, child custody and even who gets the car keys.
There are two common characteristics of a negotiation or bargaining situation. The first characteristic is that all negations have conflict inherently in them. Negotiating parties have separate but conflicting interests. A car salesman wants to sell a car at the highest price possible. The buyer wants to pay as little as possible for the car. An employee wants the most money he can get for a raise. The manager will want to give as..."
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