Chapman, Elizabeth; Miles, Edward W.; Maurer, Todd - In: Journal of Management Development 36 (2017) 7, pp. 940-958
Purpose Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when … development of negotiation skills and behaviors by employees. Design/methodology/approach This conceptual paper relies on prior … acquisition of three specific types of key negotiation skills and behaviors. Findings Distributive, integrative, and adaptable …