Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation

@article{Kolb2004StayingIT,
  title={Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation},
  author={Deborah M. Kolb},
  journal={Negotiation Journal},
  year={2004},
  volume={20},
  pages={253-268}
}
  • D. Kolb
  • Published 1 April 2004
  • Business
  • Negotiation Journal
As parties bargain over the terms of an agreement, they are concurrently negotiating their relationship. In this parallel negotiation, parties seek to position themselves to advantage by using a variety of strategic moves. In so doing the other party can be put into a defensive position making it difficult to advocate effectively. Turns, such as interrupting, correcting, questioning, naming, and diverting, challenge these moves. Turns can be used restoratively to move out of a defensive… 
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