Ways to handle a conflict

Abstract

Traditional negotiation strategies, concerning types of direct negotiations, are further broadened to types of virtual negotiations and isolated actions. In complex negotiations, the parties tend to develop mixes of negotiating strategies to improve their effectiveness. In addition, the parties often use incongruent strategies. This chapter stresses the interpretative nature of the proposed concept, which enables both the development and evaluation of such advanced dealings, and the decoding of the other party’s negotiating behavior.