The distributive negotiation strategy is used by those negotiators, who believe that they and their counterpart have opposed interests. As a result fundamentally essentially can be described as win-lose negotiators believe that negotiations situations, in which one should try to argue as aggressively and intensively as possible in order to convince the other party of price reductions, reduced delivery time, etc. literature, it has been paralleled to one off alton and Mckersie, 1965). In negotiation relationships, eg. arm's length relationships
The distributive negotiation strategy is used by those negotiators, who believe that they and their counterpart have opposed interests. As a result fundamentally essentially can be described as win-lose negotiators believe that negotiations situations, in which one should try to argue as aggressively and intensively as possible in order to convince the other party of price reductions, reduced delivery time, etc. literature, it has been paralleled to one off alton and Mckersie, 1965). In negotiation relationships, eg. arm's length relationships
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