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dc.contributor.authorCrump, Larryen_US
dc.contributor.authorGiddings, Jeffen_US
dc.contributor.editorPatrick Ky, Vidal Vanhoofen_US
dc.date.accessioned2017-05-03T12:49:17Z
dc.date.available2017-05-03T12:49:17Z
dc.date.issued2005en_US
dc.date.modified2009-11-09T06:53:37Z
dc.identifier.issn03113140en_US
dc.identifier.urihttp://hdl.handle.net/10072/4698
dc.description.abstractThis article provides an overview of competitive or distributive negotiation strategy and integrative or problem solving negotiation strategy, and then asks: whatfactors determine the strategy that should be selected in a specific negotiation? The article develops a framework of primary and secondary factors that can influence each side in choosing a negotiation strategy. This list may be ofsome value to negotiation researchers, but also offers guidance to assist the legal negotiator to engage their client in a discussion so that they are able to make this fundamental decision on strategy together. This guidance can also assist the legal negotiator in preparing for the negotiation strategy that will be selected by the other side.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherMonash Universityen_US
dc.publisher.placeMelbourneen_US
dc.publisher.urihttp://search.informit.com.au/documentSummary;dn=200802649;res=APAFTen_US
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofpagefrom258en_US
dc.relation.ispartofpageto272en_US
dc.relation.ispartofissue2en_US
dc.relation.ispartofjournalMonash University Law Reviewen_US
dc.relation.ispartofvolume31en_US
dc.rights.retentionNen_AU
dc.subject.fieldofresearchcode390199en_US
dc.titleStrategy, Choice and the Skilled Legal Negotiatoren_US
dc.typeJournal articleen_US
dc.type.descriptionC1 - Peer Reviewed (HERDC)en_US
dc.type.codeC - Journal Articlesen_US
gro.facultyGriffith Business School, Department of International Business and Asian Studiesen_US
gro.date.issued2005
gro.hasfulltextNo Full Text


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