Negotiation Strategies and Tactics
Abstract
This chapter is designed to help students of real estate marketing learn: the concept of negotiation effectiveness positional negotiation why positional negotiation is considered ineffective the distinction between soft and hard positional (or distributive) negotiation what principled (integrative) negotiation is how to compare positional and principled negotiations principled negotiation strategies and tactics
Fields of Study & Subjects
Conflict Management and Negotiation
Housing Market and Economics
Multi-Agent Systems and Negotiation
Publication details
- Journal / source
- Routledge eBooks
- Pages
- 173–192
- Publication date
- 4 March 2026
- Language
- EN
- Document type
- Book chapter