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American Behavioral Scientist, Vol. 27, No. 2, 167-194 (1983)
DOI: 10.1177/000276483027002005

Strategic Choice in Negotiation

DEAN G. PRUITT

State University of New York at Buffalo

Four basic negotiating strategies are analyzed along with the outcomes they encourage and the determinants of their use. Guidelines for influencing the strategic choice of one's bargaining partners are also presented with an emphasis on techniques for encouraging one's adversaries to move away from contentious behavior and toward problem solving.


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