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| 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. |
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