Tag Archives: Cindy Christen

Power, Trustworthiness, and Willingness to Negotiate

Posted on February 21, 2013 by Negotiation Guidance Associates

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’s willingness to consider negotiation as … Continue reading →

Posted in Analyzing Opponents, Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , | 2 Comments

The Influence of Culture on Strategy Selection

Posted on November 11, 2011 by Negotiation Guidance Associates

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, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , | Comments Off on The Influence of Culture on Strategy Selection