Negotiation Consulting : Applying Theory and Research to Practice  

Oleh:

Spector, Bertram I.

Jenis: Article from Journal - e-Journal
Dalam koleksi: American Behavioral Scientist vol. 43 no. 10 (Aug. 2000), page 1681-1703 .
Topik: Cultures of Negotiation; Negotiation Consulting; Camp David Peace Negotiations; Prenegotiation Analytical Support
Fulltext: 07. Negotiation Consulting - Applying Theory and Research to Practice.pdf (2.66MB)

Isi artikel

Negotiation is a common transaction within government, between governments, and between government and its citizens. Consulting to improve the skills and competencies of negotiators and to develop “cultures of negotiation” in government organizations is a practice that appears to be gaining currency. Five sample assignments are described from both substantive and business perspectives. From these illustrations, a typology of the available points of entry for negotiation consultants is presented. Some of the problems and reasons for hesitancy on the part of prospective clients in employing such consulting support are discussed, and ways of overcoming these objections are suggested.

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