The Impact of Negotiator Styles on Bargaining Interactions
21 Pages Posted: 22 Aug 2012 Last revised: 25 Sep 2012
Date Written: August 20, 2012
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: Suggested Citation