Title | Negotiation: Behavioral Perspectives |
Publication Type | Journal Article |
Year of Publication | 1983 |
Authors | Susskind, L, Rubin, J |
Journal | American Behavioral Scientist |
Volume | 27 |
Issue | 2 |
Abstract | Dealing with the topic of negotiation, this issue discusses experimental social psychological studies on negotiating behavior, the ways that power is used in negotiation, consequences and considerations involved in choosing a negotiating strategy, mediation, the cognitive constraints to negotiation, and similarities and differences between negotiation in public and private sectors. |
Negotiation: Behavioral Perspectives
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