Power, Negotiation Type and Negotiation Tactics
André Maiwald
A 34-page master's thesis from the University of Twente testing how power dynamics shape negotiation tactics in distributive and integrative settings. Reports an experiment with 61 participants linking first offers, strategy, and joint outcomes.
Loading the book...
Keep reading
-
Next in this topic
Eight Techniques for Favorable Negotiation OutcomesA short whitepaper from the Nebraska Business Development Center with eight practical techniques for entering and managing negotiations. Includes preparation, mindset, and trade-off strategy.
Verified PDF · Secure download - Negotiation Strategies
An 86-slide deck on negotiation strategies covering preparation, style identification, business opportunity assessment, term progression, and contract closing. Includes BATNA and decision-tree frameworks.
Verified PDF · Secure download - To Be A Negotiator: Strategies and Tactics
A 15-page mediator memoir and toolkit from Lt. General Lazaro Sumbeiywo, chief mediator of the Sudan peace talks. Shares preparation, timing, and emotional intelligence lessons from high-stakes peace negotiations.
Verified PDF · Secure download - BATNAs in Negotiation: Common Errors and Three Kinds of “No”
A 12-page Harvard Business School working paper from Jim Sebenius reframing BATNA. Identifies common errors in how negotiators conceptualize their best alternative and distinguishes three meanings of saying no.
Verified PDF · Secure download - Negotiations and Resolving Conflicts: An Overview
A 21-page guide from Northeastern University covering distributive vs. integrative bargaining, win-win principles, conflict resolution modes, and how to handle difficult negotiators.
Verified PDF · Secure download
