search query: @indexterm Negotiation / total: 621
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| Author: | Wallihan, J. |
| Title: | Reverse bargaining: some oddities that illustrate the "rules" |
| Journal: | Negotiation Journal
2003 : JUL, VOL. 19:3, p. 207-227 |
| Index terms: | Negotiation Bargaining Pay |
| Language: | eng |
| Abstract: | Examination of apparently nonsensical negotiation reveals the understanding soundness of the distinction between position and interest, once these concepts are specified appropriately. The resulting enrichment of theory leads to improved practice, underlying the importance of exploring interests, |
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