haku: @author Kesting, P. / yhteensä: 1
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| Tekijä: | Kesting, P. Smolinski, R. |
| Otsikko: | When negotiations become a routine: not reinventing the wheel while thinking outside the box |
| Lehti: | Negotiation Journal
2007 : VOL. 23:4, p. 419-438 |
| Asiasana: | knowledge learning negotiation skills |
| Vapaa asiasana: | routine |
| Kieli: | eng |
| Tiivistelmä: | The paper seeks to apply the insights of recent research on routine to the context of repeated negotiations. An analytical framework to identify different negotiation situations in which routine can develop is introduced. Two dimensions of the negotiation process are distinguished: a problem-solving dimension and a communication dimension. The paper defines those skills that are argued can help negotiators in repeated negotiations to manage particular kinds of negotiations depending on the level and type of routinization that type of negotiation involves. |
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