Linda L. Putnam and Samantha Rae Powers
15Developing negotiation competencies
Abstract: This chapter reviews the communication competencies for effective negotiation that surface in two research traditions: the social psychological and social constructivist perspectives. Communication competency is the subset of knowledge and behaviors that influences negotiation performance. Three major skills surface as communication competencies in the social psychological tradition: control in terms of meeting negotiator goals, signaling collaboration through taking account of the other party, and adaptation. Competencies that surface in the social constructivist approach include the coordination of differences, the co-construction of meanings, directing ...
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