Negotiation ‐ mystic art or identifiable process? Part 2

Looks at the sequel to the article about running negotiating workshops for managers. Explains relevant theory and the practice of negotiations. Issues include the context of negotiations, offers and counter‐offers, avoidance of deadlock, the use of third parties and “back channels”, cultural aspects and the maintenance of agreements. Gives particular attention to the issue of internal team differences. Presents relevant examples from a range of situations.

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Year of publication:	1997
Authors:	Rees, W. David ; Porter, Christine
Published in:	Industrial and Commercial Training. - MCB UP Ltd, ISSN 1758-5767, ZDB-ID 2019820-6. - Vol. 29.1997, 5, p. 153-157
Publisher:	MCB UP Ltd
Subject:	Corporate culture \| Management theory \| Managerial power \| Managers \| Negotiating

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/00197859710171761 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014755897