The experience of conducting negotiation training (≪The story of the eighteenth camel or how opponents may become partners≫)
Vol. 15 Iss. 1 pp. 70–73 | St. Petersburg State Institute of Psychology and Social Work | ISSN: 1993-8101
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UZ_2011-1_11.pdf Abstract
The paper analyzes the conditions of negotiation participants transition from competition to cooperation. The author substantiates the necessity of introducing the principle of «negotiation fi eld broadening» and offers a role play which helps participants to understand the importance of this principle for negotiations progress.
Keywords
cooperation, the principle of negotiation fi eld broadening, role play, inductance
Citation
Raskin V. Opyt provedeniya treninga peregovorov (≪Pritcha o vosemnadcatom verblyude, ili kak sopernikam stat' partnerami≫) [The experience of conducting negotiation training (≪The story of the eighteenth camel or how opponents may become partners≫)]. Uchenyye zapiski Sankt-Peterburgskogo gosudarstvennogo instituta psikhologii i sotsialnoy raboty — Scientifc Notes Journal of St. Petersburg State Institute of Psychology and Social Work, 2011, 15, 1, pp. 70–73 (in Russian)
Citation — Harvard Notation
Raskin, V.N. (2011), "The experience of conducting negotiation training (≪The story of the eighteenth camel or how opponents may become partners≫)", Uchenyye zapiski Sankt-Peterburgskogo gosudarstvennogo instituta psikhologii i sotsialnoy raboty, vol. 15, no. 1, pp. 70–73
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