Negotiating Strategically: One Versus All

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Palgrave Macmillan, May 10, 2011 - Business & Economics - 188 pages
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In our everyday lives, we are continually confronted with parallel conflicts that may at first seem unrelated. However, it is crucial to understand that all these negotiations are interconnected, and in fact how you deal with conflict and relationships in one area, will impact on the outcomes of your negotiations elsewhere.

When negotiating, we are reacting to and influencing the other parties' behaviour. To manage this we need certain resources at our disposal, such as understanding the relevant details of the deal and enough time to lead the negotiation to a successful outcome. Nonetheless, these power reserves are limited, since each party is often involved in parallel negotiations in various fields. This book demonstrates that each negotiation is influenced by all other negotiations a person is dealing with at any given time. How much time and energy you put into one negotiation will affect the resources you have at your disposal to deal with another situation, and you must react and be flexible with your approach accordingly.

In this book Nikolopoulos sets out a strategy that promotes the balanced distribution of our power reserves, so that we can more effectively negotiate in multiple situations at any one time. By understanding how our negotiating strategies are connected, we can use the experience gained and resources remaining from one successful negotiation, to positively impact the outcome of another.

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About the author (2011)

ANDREAS NIKOLOPOULOS is a Professor at the Department of Business Administration of the Athens University of Economics and Business, Greece and Director of the Centre for Industrial Relations and Negotiations. His research and teaching interests pertain to Conflict Management, Negotiations and Industrial Relations. He has published in scientific journals including the International Journal of Conflict Management and the International Journal of Management and Decision Making, and has presented various papers at international conferences such as the Academy of Management Conference and the European Group for Organizational Studies. Andreas has also authored and co-edited several textbooks and edited books. He is a member of the Academy of Management, International Association for Conflict Management, International Industrial Relations Association, and Confederation of the German Professors in Business Administration.