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Credible Negotiation Leadership: Using Principled Negotiation to Improve International Negotiation
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Author(s): Larry W. Long (Illinois State University, USA & International Academy of Public Safety, USA), Mitch Javidi (North Carolina State University, USA & International Academy of Public Safety, USA), L. Brooks Hill (Trinity University, USA)and Anthony H. Normore (California State University Dominguez Hills, USA & International Academy of Public safety, USA)
Copyright: 2016
Pages: 26
Source title:
Handbook of Research on Effective Communication, Leadership, and Conflict Resolution
Source Author(s)/Editor(s): Anthony H. Normore (California State University Dominguez Hills, USA & International Academy of Public safety, USA), Larry W. Long (Illinois State University, USA & International Academy of Public Safety, USA)and Mitch Javidi (North Carolina State University, USA & International Academy of Public Safety, USA)
DOI: 10.4018/978-1-4666-9970-0.ch023
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Abstract
The purpose of this chapter is to integrate credible leadership into the authors' previous work in principled negotiation. After the introduction, international negotiation is conceptualized with an in-depth description of the process. This is followed by description of negotiation styles and eight propositions for credible negotiation leadership that are predicated upon intercultural communication study. The conclusion is an application of Credible Negotiation Leadership with recommendations.
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