Project Management

An Exploratory Study On Negotiating Styles: Development Of A Measure

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Executive Summary

Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual's business value has multiplicity of measures. This paper suggests that the researchers are divided regarding the number of dimensions of negotiating style.

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