Styles & Effectiveness of Negotiation
Styles & Effectiveness of Negotiation
Article by James Savory
1. INTRODUCTION
In this article I present a review of suggested styles and studies of effectiveness of negotiation, and their application to commercial mediation. The genesis of this article is finding myself in the position of trying to encourage participants in a mediation to go beyond stating their positions: encouraging them to explore their interests and, even more radical, to show curiosity about the interests of the other party. Commercial mediators’ training in the United Kingdom tends to suggest
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