search query: @indexterm Negotiation / total: 621
reference: 164 / 621
| Author: | Fortgang, R.S. Lax, D.A. Sebenius, J.K. |
| Title: | Negotiating the spirit of the deal |
| Journal: | Harvard Business Review
2003 : FEB, VOL. 81:2, p. 66-75 |
| Index terms: | Negotiation Contracts Expectations Strategic management USA |
| Language: | eng |
| Abstract: | Most experienced negotiators are comfortable working out the terms of an economic contract. Yet, little attention is paid to the spirit of the deal, the social contract. And that can lead to major problems, say the article authors. |
SCIMA