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  1. 1 Organization and Management

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  1. 1 Kaminski J.

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  1. 1 2006

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Differences in Negotiation Styles - Results of Research Study

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Kaminski J.
Organization and Management
|
2006
|
issue 3(125)
93-107
EN
The paper focuses on the results of research study that indicates differences in negotiation styles in the purchasing and supply chains. The survey tool was a questionnaire prepared on the basis of 'dual concern model' by D. G. Pruitt and J. Z. Rubin. The results indicate that most frequently used styles are collaboration (integration) and competition (domination). The research allows to describe differences in negotiations styles due to firm profile and personal features of negotiators
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