search query: @indexterm Negotiation / total: 621
reference: 126 / 621
| Author: | Poitras, J. Bowen, R. E. Byrne, S. |
| Title: | Bringing horses to water? Overcoming bad relationships in the pre-negotiating stage of consensus building |
| Journal: | Negotiation Journal
2003 : JUL, VOL. 19:3, p. 251-263 |
| Index terms: | Negotiation Bargaining Co-operation Case studies |
| Language: | eng |
| Abstract: | The authors note that poor relations hinder the initiation process, while the expectation of benefits likely to result from the effort fosters the involvement of parties. |
SCIMA