Strategies in Negotiation

Authors

  • Anna Trosborg

DOI:

https://doi.org/10.7146/hjlcb.v2i3.21410

Abstract

This paper outlines major strategies in negotiation and points to some difficulties non-native speakers are likely to experience when taking part in commercial, international negotiations. It stresses the need for an approach which integrates social and psychological knowledge of the process and strategies of negotiation interactions with cross-cultural and cross-linguistic aspects, from which guidelines for the practical training of negotiators can be derived.

Downloads

Published

1989-07-23

How to Cite

Trosborg, A. (1989). Strategies in Negotiation. HERMES - Journal of Language and Communication in Business, 2(3), 195–218. https://doi.org/10.7146/hjlcb.v2i3.21410

Issue

No. 3 (1989)

Section

Artikler

License

Authors who publish with this journal agree to the following terms:

a. Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.

b. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.

c. Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).