The difficult economic environment in which we live has created a reality rich in conflict within and between organizations. The economic tension and the highly conflictual environment combination have resulted in an increase of competitive strategies in negotiation. This approach has increased...

This article 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. The variables...

The difficult economic environment in which we live has created a reality rich in conflict within and between organizations. The economic tension and the highly conflictual environment combination have resulted in an increase of competitive strategies in negotiation. This approach has increased...