Chapter 13: Complicating factors
Restricted access

There are a number of factors that can complicate negotiations. These include: the impact of culture and how to negotiate in cross-cultural contexts; techniques for dealing with deadlock in negotiation; the complexities of multiparty negotiation and how to manage those; and the challenges of negotiating remotely via email or virtually. The chapter ends with a brief reference to the question whether and to what extent gender might have an impact in negotiation.

You are not authenticated to view the full text of this chapter or article.

Access options

Get access to the full article by using one of the access options below.

Other access options

Redeem Token

Institutional Login

Log in with Open Athens, Shibboleth, or your institutional credentials

Login via Institutional Access

Personal login

Log in with your Elgar Online account

Login with you Elgar account
Monograph Book