The Impact of Negotiator Styles on Bargaining Interactions

21 Pages Posted: 22 Aug 2012 Last revised: 25 Sep 2012

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

Date Written: August 20, 2012

Abstract

This article examines the different techniques and bargaining traits associated with negotiator styles. It explores the Cooperative/Problem Solving, Competititve-Adversarial, and Competitive/Problem-Solving styles to determine which ones are more common among practicing lawyers, and which one is likely to be employed by proficient negotiators.

Keywords: negotiations, negotiator styles, bargaining proficiency

JEL Classification: C78, K10, K41

Suggested Citation

Craver, Charles B., The Impact of Negotiator Styles on Bargaining Interactions (August 20, 2012). American Journl of Trial Advocacy, Vol. 35, p. 1, 2011; GWU Legal Studies Research Paper No. 2012-75; GWU Law School Public Law Research Paper No. 2012-75. Available at SSRN: https://ssrn.com/abstract=2132574

Charles B. Craver (Contact Author)

George Washington University - Law School ( email )

2000 H Street, N.W.
Washington, DC 20052
United States

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