Why Dick and Jane Don’t Ask: Getting Past Initiation Barriers in Dyadic Negotiations

Roger Volkema
American University

November 9, 2008

IACM 21st Annual Conference Paper

Abstract:

Negotiation is an essential skill for personal well-being and professional success, a skill that begins with identifying and acting on one’s wants and needs. Individuals, however, often lack the confidence, motivation, or training to simply ask for what they want in many situations. This paper discusses the personal characteristics and situational factors that influence an individual’s ability to ask for what he/she wants in a negotiation. Specific suggestions for managing this critical phase of the negotiation process also are offered.

Why Dick and Jane Don’t Ask- Getting Past Initiation Barriers in Dyadic Negotiations

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