search query: @author Balakrishnan, P. V. / total: 1
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| Author: | Balakrishnan, P. V. Patton, C. Lewis, P. A. |
| Title: | Toward a theory of agenda setting in negotiations. |
| Journal: | Journal of Consumer Research
1993 : MAR, VOL. 19:4, p. 637-654 |
| Index terms: | BARGAINING NEGOTIATION (SALES) STRATEGY DECISION MAKING |
| Language: | eng |
| Abstract: | To date, negotiation research in two-party situations has largely focused on single issues or on multiple issues bargained simultaneously. The authors of this article develop a conceptual framework and an associated set of propositions concerning the influence and interaction of a number of factors on agenda setting. They examine the consequences of negotiating multiple issues sequentially as opposed to discussing them simultaneously. |
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