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Regular version of the site

Book chapter

Стили поведения в конфликте интересов

С. 162-172.
Зинчак Е. В., Степанцева А. А.

Negotiations are a necessary part of our daily lives. We always negotiate something on a personal level and at the level of the business relationship. In different situations there are different targets, sometimes people want to get something urgently, and they do not care about the interests of the opposite side. In other cases, the negotiators are trying to achieve a win-win solution as much as possible, leaving the prospects for future relations. In negotiation literature two negotiation strategies and five styles of behavior in a conflict of interest are identified and appropriate for specific negotiating situations.