Negotiation Consulting
Applying Theory and Research to Practice
Bibliographic Data
| ID | 3756832 |
|---|---|
| Authors | Bertram I Spector (0000-0002-8048-9568, Center for Negotiation Analysis and Management Systems International, corresponding author) |
| Year | 2000 |
| Volume | 43 |
| Issue | 10 |
| Pages | 1681-1703 |
| Publication date | 2000-08-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | American Behavioral Scientist (JOURNAL) |
| Journal identifiers | ISSN: 0002-7642 • E-ISSN: 1552-3381 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/00027640021957962 |
| OpenAlex | W2062835607 |
| Language | EN |
| References cited | 7 |
Negotiation is a common transaction within government, between governments, and between government and its citizens. Consulting to improve the skills and competencies of negotiators and to develop "cultures of negotiation" in government organizations is a practice that appears to be gaining currency. Five sample assignments are described from both substantive and business perspectives. From these illustrations, a typology of the available points of entry for negotiation consultants is presented. Some of the problems and reasons for hesitancy on the part of prospective clients in employing such consulting support are discussed, and ways of overcoming these objections are suggested
Business · Database transaction · Government (linguistics) · Negotiation · Political science · Public relations · Sample (material) · Sociology · Typology · Computer Science · Conflict Management and Negotiation · Law · Leadership, Human Resources, Global Affairs · Public Policy and Administration Research
| Citation velocity | historical |
|---|---|
| Highly cited | No |