Negotiations : Insights, Strategies & Outcomes

Chapter One addresses six psychic characteristics in order to gain insights about the psychology of collaborative negotiators: 1) making contact with oneself, 2) connecting to others, 3) reality perspective, 4) understanding and expressing emotions, 5) balanced narcissism, and 6) change process. Chapter Two summarises what is currently known through empirical evidence about job offer and compensation negotiations, and presents a research strategy to guide empirical investigations of compensation and job offer negotiations. In Chapter Three, the authors focus on the negotiation over continuous issues and investigate the jointly Improving Direction Method (IDM). This method is well known both for its generality, since many other negotiation protocols can be considered as a particular subclass of it, and for its theoretical Pareto efficiency. In addition, it is easy to implement, and this makes IDM a very good candidate for an automated negotiation support system.