Tag Archives: Cindy Christen

POWER, TRUSTWORTHINESS AND WILLINGNESS TO NEGOTIATE

by Cindy T. Christen, Ph.D. Most investigations of the negotiation process assume that the parties to a conflict are willing to participate in formal negotiations. In reality, a number of factors can influence a party‚Äôs willingness to consider negotiation as … Continue reading

Posted in Analyzing Opponents, Communication, Conflict Management, Guest Contributors, Negotiation Pointers, Negotiation Tips, Resolving Conflicts | Tagged , , , , , , , | Leave a comment

The Influence of Culture on Strategy Selection

By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading

Posted in Analyzing Opponents, Communication, Conflict Management, Guest Contributors, Negotiation Tips | Tagged , , , , , , , , | Leave a comment