This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.
I accept this policy
Find out more here
This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.
I accept this policy
Find out more here
Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.
Good negotiations and icebergs have one important thing in common: there are not too many of them around. But by dint of numerous studies we do know remarkably well what it is that successful negotiators do during the negotiation. They conduct themselves in a markedly different way from the average negotiators with whom they were compared in these studies. Negotiations often take a very unfortunate course when one side makes an attack on a person or an object, and the resulting defence leads to an escalation of words like a duel. A good negotiator is necessarily a good communicator. One important instrument for effective communication is behavioural labelling, describing what you plan to say before you say it.
Keywords: icebergs; negotiation