The ability to negotiate is vital to cope with conflicting interests.
Knowledge-handed down by practitioners and behavioral scientists-is
very fragmented regarding specific social skills and precise insights used
in negotiating. This article offers a conceptual model based on two en
compassing perspectives: (1) negotiating as a set of dilemmas that are
derived from the cooperation-"fighting" polarity and (2) negotiating as a
composition of four kinds of activities, each connected to a different
intention.
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