Volume 35:1 (Summer 2011)
The Impact of Negotiator Styles on Bargaining Interactions
This Article examines the different techniques and bargaining traits associated with negotiation styles. By answering a series of questions, the Article provides a roadmap for achieving the most beneficial negotiation results. Bargaining styles are not created equal, however, and in order to achieve the most favorable results, specific techniques should be employed to offset an adversary’s negotiation style.