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2013

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NTERNATIONAL EDITORIAL BOARD

Prof. Mark Kramer, Harvard University; Prof.

Arne Westad, London School of Economics and
Political Science (member of British Academy);
MG Prof. Mihail Ionescu, Institute of Military -
History and Political Studies of Defence,
-
Bucharest; Dr. Daniel McDonald, Defence Equal
Opportunity Management Institute, US; Dr.
Jovanka Saranovich, Defence Research Institute, ,
Beograd, Serbia; Dr. John Nomikos, Research ,
Institute for European and American Studies, ,
Athens, Greece; Prof. PhD Carol Atkinson, -
University of Southern California, US .
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1504 -
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http://rdsc.md.government.bg -
. (02) 9226577 .
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The article Strategies and Approaches to Negotiations (author Georgi Karastoyanov) is an
overview of approaches to negotiations and schools of thought based on I. William Zartmans
taxonomy identifying five approaches, namely strategic, structural, processual (concession exchange),
behavioral, and integrative. The basic strategies used in these approaches distributive (competitive)
and integrative (cooperative) are also discussed here.
Key words: negotiations, competency, psychology, strategies

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