Negotiations and Bargaining

Author: Gourlay Robin  

Publisher: Emerald Group Publishing Ltd

ISSN: 0025-1747

Source: Management Decision, Vol.25, Iss.3, 1987-12, pp. : 16-27

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Abstract

The skills for resolving differences between people are many and varied and depend on the nature of the disagreement and the attitudes of the parties involved. The choice of skills appropriate to different types and different stages of negotiations is crucial.