Abstract
The study is focused on the negotiation styles implemented in two agencies of the Secretaria Municipal de Educacao in Rio de Janeiro city, during 2008. It was intended to discover if there is a typical style in the teams developing the educational management in front of the existing challenges. The behavioral trend in a negotiation was analyzed through the Universal Principles of Negotiation, defined by Roger Fisher (1979), and their influences on the Negotiation Styles proposed by Andrade and collaborators (2004). Through the analysis of the research data, with comparison among the averages of the groups and a graphical vision (Boxplot), the presence of two predominant styles were observed in both teams, that is, those prioritizing both commitment and cooperation when there are conflicts, therefore evidencing a standard in the negotiation mechanismat management level, in the region under research. Key-Words: Negotiation; Managerial Behavior; Team Performance; Education.
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