The Impact of Negotiator Styles on Bargaining Interactions

Authors

Charles B. Craver, George Washington University Law SchoolFollow

Document Type

Article

Publication Date

2011

Status

Accepted

Abstract

This article examines the different techniques and bargaining traits associated with negotiator styles. It explores the Cooperative/Problem Solving, Competititve-Adversarial, and Competitive/Problem-Solving styles to determine which ones are more common among practicing lawyers, and which one is likely to be employed by proficient negotiators.

GW Paper Series

GWU Legal Studies Research Paper No. 2012-75, GWU Law School Public Law Research Paper No. 2012-75

SSRN Link

http://ssrn.com/abstract=2132574

Recommended Citation

35 Am. J. Trial Advoc. 1 (2011)