Corpus ID: 143344940

Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style

@article{Schneider2012ShatteringNM,
  title={Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style},
  author={Andrea Kupfer Schneider},
  journal={Negotiation Processes \& Communications},
  year={2012}
}
  • A. Schneider
  • Published 2012
  • Psychology
  • Negotiation Processes & Communications
This article provides a current look at how lawyers actually negotiate and should serve to shatter the myth that adversarial bargaining is more effective and less risky than problem-solving. The data reported herein is based on a wide-ranging study that asked lawyers to evaluate the negotiation styles and the resulting effectiveness of other lawyers. First, the study shows that effective negotiators exhibit certain identifiable skills. For example, the research indicates that a negotiator who… Expand
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References

SHOWING 1-3 OF 3 REFERENCES
Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style, 7 Harv
  • Part of the Law Commons
  • 2002
Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style
  • Faculty Publications. Paper 272
  • 2002
Legal negotiation and settlement