| Article ID: | iaor19951071 |
| Country: | Poland |
| Volume: | 21 |
| Issue: | 1 |
| Start Page Number: | 5 |
| End Page Number: | 19 |
| Publication Date: | Jan 1992 |
| Journal: | Control and Cybernetics |
| Authors: | Mastenbroek Willem F.G. |
The paper tries to sort out the literature on negotiations, which is very abundant, the principles that would put the domain in some order, first of all from the point of view of applicability in real conduct of negotiations. The author briefly discusses the issue of tactics and that of concepts to then go on to deployment of profiles of negotiating characterized according to such attributes as interest, power, climate and flexibility. Three main approaches corresponding to essentially differing profiles are proposed, namely: competitive, cooperative and mixed.