This dissertation was written as part of the MSc in L.L.M. in Transnational and
European Commercial Law, Banking Law, Arbitration/Mediation at the International Hellenic
University.
In this thesis I have described the styles, behaviors and stages of negotiations and
reviewed some of the most important multidisciplinary works written on the subject. I
started with the popular aggressive style of negotiation, pointed out its disadvantages and
continued to the most recent theories of integrative negotiation and explained the many
advantages. I have presented empirical studies that measure the effectiveness of
negotiation styles and demonstrated that the cooperative negotiation techniques are more
effective than the adversarial ones. After presenting an inventory of what is known so far, I
have drawn conclusions that are applicable to any person trying to negotiate and settle a
dispute. I supported that the cooperative and competitive approaches should coexist, as
there is a phase to create value and a phase to claim value in each negotiation, irrelevant of
the subject matter of dispute. I also displayed the advantages of mediation, questioned the
suitability of the integrative approach in the current one-day model of commercial
mediation and proposed ways to resolve this issue. Finally, I addressed the problem the legal
community has created by treating mediation as a step within litigation instead of a dynamic
ADR mechanism and supported that further research needs to be made in this area.
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