Why Dick and Jane Don't Ask: Getting Past Initiation Barriers in Dyadic Negotiations

39 Pages Posted: 15 Dec 2008

Date Written: November 9, 2008

Abstract

Negotiation is an essential skill for personal well-being and professional success, a skill that begins with identifying and acting on one's wants and needs. Individuals, however, often lack the confidence, motivation, or training to simply ask for what they want in many situations. This paper discusses the personal characteristics and situational factors that influence an individual's ability to ask for what he/she wants in a negotiation. Specific suggestions for managing this critical phase of the negotiation process also are offered.

Suggested Citation

Volkema, Roger, Why Dick and Jane Don't Ask: Getting Past Initiation Barriers in Dyadic Negotiations (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298595 or http://dx.doi.org/10.2139/ssrn.1298595

Roger Volkema (Contact Author)

American University ( email )

4400 Massachusetts Ave, NW
Washington, DC 20016
United States

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