Potential negotiation strategies

Abstract

Existing negotiation strategies are reviewed in the paper. It is shown that some strategies can fulfi ll constructive and some, on the contrary, destructive functions. Choice of a suitable strategy should be made with regard to the possible outcome and relationships of the negotiators. It is important to be able to determine strategy of another party as well as correct and adapt personal
strategy with account of other participants' strategies for conducting eff ective negotiation. It is also stressed in the paper that factors promoting negotiation success are not limited to the choice of a proper strategy.