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dc.contributor.author
Moschou, Evangelia
en
dc.date.accessioned
2020-06-04T13:06:36Z
dc.date.available
2020-06-05T00:00:33Z
dc.date.issued
2020-06-04
dc.identifier.uri
https://repository.ihu.edu.gr//xmlui/handle/11544/29504
dc.rights
Default License
dc.subject
Negotiation
en
dc.subject
Mediation
en
dc.title
Negotiation Behaviors and Styles, their effectiveness and their applicability in commercial Mediation
en
heal.type
masterThesis
en_US
heal.generalDescription
styles, behaviors and stages of negotiations and their effectiveness when used in mediation
en
heal.classification
legal studies, economics, psycology,
en
heal.language
en
en_US
heal.access
free
en_US
heal.license
http://creativecommons.org/licenses/by-nc/4.0
en_US
heal.recordProvider
School of Economics, Business Administration and Legal Studies, LLM in Transnational and European Commercial Law, Mediation, Arbitration and Energy Law
en_US
heal.publicationDate
2019-04-15
heal.bibliographicCitation
Moschou Evangelia, Negotiation Behaviors and Styles, their effectiveness and their applicability in commercial Mediation, LLM in Transnational and European Commercial Law, Banking Law, Arbitration/Mediation , Intenational Hellenic University, 2019
en
heal.abstract
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.
en
heal.advisorName
Moschou, Evangelia
en
heal.committeeMemberName
Moschou, Evangelia
en
heal.academicPublisher
IHU
en
heal.academicPublisherID
ihu
en_US


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