Strategic Choice in Negotiation

@article{Pruitt1983StrategicCI,
  title={Strategic Choice in Negotiation},
  author={Dean G. Pruitt},
  journal={American Behavioral Scientist},
  year={1983},
  volume={27},
  pages={167 - 194}
}
  • D. G. Pruitt
  • Published 1 November 1983
  • Business
  • American Behavioral Scientist
Four basic negotiating strategies are analyzed along with the outcomes they encourage and the determinants of their use. Guidelines for influencing the strategic choice of one's bargaining partners are also presented with an emphasis on techniques for encouraging one's adversaries to move away from contentious behavior and toward problem solving. 
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References

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The world's bestselling guide to negotiation. Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in
Constituent's Bargaining Orientation and Intergroup Negotiations
The bargaining behavior of 80 pairs of female undergraduates on a competitive reward-allocation task was examined. The participants either bargained for themselves or represented the interests of a
Negotiation constraints in the risk-taking domain: Effects of being observed by partners of higher or lower status
This study examined the effects of status held in a reference group and of prior issue commitment on the risky shift and other negotiation outcomes under conditions where accountability to the
Factors Affecting Concession Rate and Threat Usage in Bilateral Conflict
To test the reciprocity and level of aspiration hypotheses with respect to concession rate, this study utilized a bilateral negotiation paradigm involving coercive power capabilities. Subjects
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This article presents a review of the book “Multinationals Under Fire: Lessons in the Management of Conflict,” by Thomas N. Gladwin and Ingo Walter.
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This study investigated the effects of three factors on a representative's bargaining: (a) an opposing constituent's announced bargaining stance, (b) an opposing representative's bargaining, and (c)
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