Planning skills and negotiator goal accomplishment

Jordan and Roloff examine the skills necessary for effective negotiation planning. Results indicate that self-monitoring is related to prenegotiation goal commitment, planning of impression management strategies, planning of integrative tactics, and plan complexity.

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Bibliographic Details
Published in:Communication research 1997-02, Vol.24 (1), p.31
Main Authors: Jordan, Jerry Monroe, Roloff, Michael E
Format: Article
Language:English
Subjects:
Bargaining
Behavior
Communication
Communication Skills
Individual Characteristics
Information processing
Information Seeking
Meta Analysis
Negotiations
Planning
Public Speaking
Skills
Social Behavior
Stimuli
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Description
Summary:Jordan and Roloff examine the skills necessary for effective negotiation planning. Results indicate that self-monitoring is related to prenegotiation goal commitment, planning of impression management strategies, planning of integrative tactics, and plan complexity.
ISSN:0093-6502
1552-3810