Strategic Choice in Negotiation

  title={Strategic Choice in Negotiation},
  author={Dean G. Pruitt},
  journal={American Behavioral Scientist},
  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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