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It's effective and somewhat deceptive: The Competitive/Problem‐Solving style
Author(s) -
Craver Charles B.
Publication year - 2009
Publication title -
alternatives to the high cost of litigation
Language(s) - English
Resource type - Journals
eISSN - 1549-4381
pISSN - 1549-4373
DOI - 10.1002/alt.20301
Subject(s) - circumstantial evidence , negotiation , style (visual arts) , personality , psychology , computer science , social psychology , sociology , political science , history , law , social science , archaeology
We know that a combination of personality and circumstantial factors affects how people handle a negotiation. Now, Charles B. Craver , of Washington, D.C., explains how the iconic Cooperative/Problem Solving style has been giving way to a new definition of high effectiveness: negotiators who are ready to solve problems, but also are competitive.