The Effective Negotiator--Part I: The Behaviour of Successful Negotiators.

Rackham, Neil; Carlisle, John

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Peer reviewed

ERIC Number: EJ215552

Record Type: Journal

Publication Date: 1978

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The Effective Negotiator--Part I: The Behaviour of Successful Negotiators.

Rackham, Neil; Carlisle, John

Journal of European Industrial Training, v2 n6 p6-11 1978

Describes the research method and the results of behavior analysis of successful negotiators during actual negotiations between union and management representatives and the behaviors that distinguish the skilled from the average negotiators. (MF)

Descriptors: Administration, Arbitration, Behavioral Science Research, Collective Bargaining, Individual Differences, Interaction Process Analysis, Labor Relations, Negotiation Impasses, Research Methodology, Success, Unions

Publication Type: Journal Articles; Reports - Research

Education Level: N/A

Audience: N/A

Language: English

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