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What about negotiator styles?

What about negotiator styles? Purpose – The purpose of this paper is to review research on styles of negotiating and distinguish them from conflict styles and individual difference measures studied in negotiation contexts. Design/methodology/approach – The literature on negotiating styles is reviewed, a model is presented that synthesizes previous research, and suggestions for future research are presented. Findings – Previous research has predominantly considered leadership styles in terms of the five conflict‐handling styles (collaborating, competing, compromising, accommodating, and avoiding) from the Dual Concerns Model. While this focus has been useful, the paper also points out that other measures exist that may be more useful for understanding negotiating styles, although they have yet to be validated. Originality/value – Negotiating styles, as distinct patterns of behavior, are critical for understanding effective negotiations as well as being able to train students in negotiation skills. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

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Publisher
Emerald Publishing
Copyright
Copyright © 2008 Emerald Group Publishing Limited. All rights reserved.
ISSN
1044-4068
DOI
10.1108/10444060810856076
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this paper is to review research on styles of negotiating and distinguish them from conflict styles and individual difference measures studied in negotiation contexts. Design/methodology/approach – The literature on negotiating styles is reviewed, a model is presented that synthesizes previous research, and suggestions for future research are presented. Findings – Previous research has predominantly considered leadership styles in terms of the five conflict‐handling styles (collaborating, competing, compromising, accommodating, and avoiding) from the Dual Concerns Model. While this focus has been useful, the paper also points out that other measures exist that may be more useful for understanding negotiating styles, although they have yet to be validated. Originality/value – Negotiating styles, as distinct patterns of behavior, are critical for understanding effective negotiations as well as being able to train students in negotiation skills.

Journal

International Journal of Conflict ManagementEmerald Publishing

Published: Apr 25, 2008

Keywords: Conflict resolution; Management styles; Individual behaviour; Negotiating

References