Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations

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Title	Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations
URL	http://papers.ssrn.com/sol3/papers.cfm...
Description	Negotiation is a process through which two or more parties who disagree or are in conflict seek to reach agreement. In this article, we argue that the process of resolving such conflicts is an adaptive one, in which the actions taken by negotiators play a critical role. To fully understand how negotiators obtain mutually beneficial solutions, it is necessary to understand not only the context in which negotiations occur but also how negotiators' strategic choices shape the negotiating context.
Authors / Editors	Olekalns, Mara; Weingart, Laurie
Download Citation	This citation can be downloaded in the following bibliographic database formats: Tagged; XML; BibTex

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