The Impact of Training, of Application and of Time on Negotiator Styles - An Identification of Negotiator Styles and an Analysis of Their Evolution Due to the Impact of Training, to the Passage of Time and to Workplace Application; A Longitudinal Study

This paper presents a subset of a research work on the enhancement of cooperation in negotiation with a focus on the intra-organizational context. This article focuses on identifying negotiator styles and tests the impact of three variables on their performance and evolution. For the purpose of this article the variables considered are the impact of negotiation knowledge, the organizational environment and the impact of time. We choose a qualitative approach over two cycles of action research. Cycle one, performed via training method with 64 individuals, over a period of 6 months; cycle two, using the focus group method with 10 individuals, over a period of 12 months. This experiment, which took place in Egypt, enabled us to propose a dynamic typology of negotiations styles, which in turn enabled us to propose a number of organizational recommendations for negotiation improvement