search query: @author Barrett, F. J. / total: 2
reference: 1 / 2
« previous | next »
Author: | Barrett, F. J. |
Title: | Critical moments as "change" in negotiation |
Journal: | Negotiation Journal
2004 : APR, VOL. 20:2, p. 213-219 |
Index terms: | Negotiation |
Language: | eng |
Abstract: | The conception of turning points advanced in this essay emphasizes events that occur in a chronological sequence which the author, in his previous work, has incorporated into a framework forcase analysis. The framework covers three stages: precipitants that trigger change; departures which are the reaction to the precipant; and consequences, which refer to the direction the negotiation takes as a result of the departure. |
« previous | next »
SCIMA