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Michael E. Roloff & Jerry M. Jordan

In: Communication and Negotiation

Chapter 1: Achieving Negotiation Goals: The “Fruits and Foibles” of Planning Ahead

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Achieving Negotiation Goals: The “Fruits and Foibles” of Planning Ahead
Achieving negotiation goals: The “fruits and foibles” of planning ahead
MichaelE.Roloff and JerryM.Jordan

LEWICKI AND LITTERER (1985) observed, “Preparation and planning are the most important parts of negotiation” (p. 47). Indeed, professional negotiators from the United States report that planning skills are the most important traits a bargainer can have (Karrass, 1970) and this view is shared by negotiators from many other countries (Graham & Sano, 1989). Although research verifies that the manner in which bargainers plan affects their outcomes (Bass, 1966; Druckman, 1967, 1968; Morley, 1982), extant scholarship is hampered by its fragmented and descriptive nature. To address these deficits, this chapter reviews scholarship on negotiation planning and concludes with recommendations for future research. It begins ...

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