Neves, Mauricio Bertoldi Sanches; Liboni, Lara Bartocci; … - In: International Journal of Business Administration 4 (2013) 3, pp. 30-40
The outcomes of negotiations depend upon various factors that should be related directly to the profiles of the negotiators, such as motivation. Therefore, it is important to analyze the style, skills and motivation of each individual negotiator. In unpaid negotiations, it is particularly...