Toward a taxonomy of negotiation gambits

Negotiation gambits are the moves negotiators make to gain an advantage. Based on a literature review, this study analyzes why taxonomies of negotiation gambits might be helpful in negotiation, shows how taxonomies can be developed, and indicates dimensions of negotiation gambits that could be the b...

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Bibliographic Details
Published in:International journal of business and public administration 2010-09, Vol.7 (2), p.23
Main Authors: Kaupins, Gundars, Casperson, Tyler
Format: Article
Language:English
Subjects:
Analysis
Emotional development
Negotiation
Online Access:Get full text
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Summary:Negotiation gambits are the moves negotiators make to gain an advantage. Based on a literature review, this study analyzes why taxonomies of negotiation gambits might be helpful in negotiation, shows how taxonomies can be developed, and indicates dimensions of negotiation gambits that could be the basis for possible taxonomies. Taxonomies can help ease the mental burden of trying to sort different negotiation gambits. Taxonomies can help ease the mental burden of trying to sort different negotiation gambits. They may allow negotiators to organize negotiation gambits, recognize gambits being used on them, and create a common negotiation language. The taxonomy reveals problems such as multiple categories where gambits can be slotted. Practical implications and future research ideas are discussed.
ISSN:1547-4844