Note describes aspects of negotiation situations, which refer either cooperative or Distributive bargaining strategies towards. Focuses on the nature of the questions, the relationship between the negotiators and broader contextual factors, and how these variables affect the negotiation climate. Also describes tactics for negotiating effectively in mixed situations that call for both types of strategies.

Note describes aspects of negotiation situations, which refer either cooperative or Distributive bargaining strategies towards. Focuses on the nature of the questions, the relationship between the negotiators and broader contextual factors, and how these variables affect the negotiation climate. Also describes tactics for negotiating effectively in mixed situations that call for both types of strategies.
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James P. Ware
14 pages.
Release Date: 1 January 1980. Prod #: 480055-PDF-ENG
Negotiation Strategies: Collaborative vs. Competitive approaches HBR case solution

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