... by the two parties. At the conclusion of the negotiations, the participants were asked to confirm that all were satisfied with the outcome. The researcher then read each side’s confidential instructions. The definitions are: © MCB UP Limited 2003 Negotiating Outcomes Behaviour...

... reflect each behavioral style. The functional dynamics of the team are thereby affected by the styles of its members; and, of course, each of the styles has strengths as well as characteristic weaknesses. Each of the behavioral styles also has a typical back‐up style that is the mode of behavior shifted...