Abstract
Negotiation techniques refer to the methods a negotiator has at his disposal or acquires during the negotiation process. Negotiation strategies or negotiation tactics refer to the structure of the process and the social relationships between the negotiating parties. What makes negotiating so flexible is the existence of a wide range of negotiation techniques. The term technique is used in a general sense and is not limited to instruments but rather includes strategies and tactics as well, that is, all of the methods which, when employed, affect the social relationship between negotiators.
One cannot use a hammer to teach a child how to play the piano.
(K.W. Deutsch 1963)
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© 2007 Frank R. Pfetsch
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Pfetsch, F.R. (2007). The Instruments of Negotiation. In: Negotiating Political Conflicts. Palgrave Macmillan, London. https://doi.org/10.1057/9780230206519_5
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DOI: https://doi.org/10.1057/9780230206519_5
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-35622-5
Online ISBN: 978-0-230-20651-9
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