Portal de Periódicos da CAPES

The Effective Negotiator — Part I

1978; Emerald Publishing Limited; Volume: 2; Issue: 6 Linguagem: Inglês

10.1108/eb002297

1758-7425

Neil Rackham, John Carlisle,

Conflict Management and Negotiation

Very few studies have investigated what actually goes on face‐to‐face during a negotiation. Two reasons account for this lack of published research. Firstly, real negotiators are understandably reluctant to let a researcher watch them at work. Such research requires the consent of both negotiating parties and constitutes a constraint on a delicate situation. The second reason for the poverty of research in this area is lack of methodology. Until recently there were few techniques available which allowed an observer to collect data on the behaviour of negotiators without the use of cumbersome and unacceptable methods such as questionnaires.