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Browse Articles by "Organizational Behaviour and HRD"
Title: An Exploratory Study on Negotiating Styles: Development of a Measure
Authors: Himanshu Rai, Manish Kumar, Surya Prakash Pati
Issue/Year: Oct-2009
Section: Research
Abstract: Studies related to negotiating style were reviewed. The study proposes that endeavour should be made to differentiate negotiation studies on the lines of negotiating style, ability, and strategy. Motivated by the gap in the existing literature, the study did an exploratory analysis of the dimensions of the negotiating style construct. The result showed four factors of the construct, and all the factors had high reliability. The measure on being compared with a similar measure for the construct showed higher overall reliability as well as individual factorsí reliability.
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