Open AccessStrategies in Negotiation
Author(s) -
Anna Trosborg
Publication year - 2015
Publication title -
hermes
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.759
H-Index - 7
eISSN - 1903-1785
pISSN - 0904-1699
DOI - 10.7146/hjlcb.v2i3.21410
Subject(s) - negotiation , process (computing) , knowledge management , cross cultural , psychology , social psychology , computer science , sociology , social science , anthropology , operating system
This paper outlines major strategies in negotiation and points to some difficulties non-native speakers are likely to experience when taking part in commercial, international negotiations. It stresses the need for an approach which integrates social and psychological knowledge of the process and strategies of negotiation interactions with cross-cultural and cross-linguistic aspects, from which guidelines for the practical training of negotiators can be derived.