haku: @author Lewis, P. A. / yhteensä: 2
viite: 2 / 2
« edellinen | seuraava »
| Tekijä: | Balakrishnan, P. V. Patton, C. Lewis, P. A. |
| Otsikko: | Toward a theory of agenda setting in negotiations. |
| Lehti: | Journal of Consumer Research
1993 : MAR, VOL. 19:4, p. 637-654 |
| Asiasana: | BARGAINING NEGOTIATION (SALES) STRATEGY DECISION MAKING |
| Kieli: | eng |
| Tiivistelmä: | To date, negotiation research in two-party situations has largely focused on single issues or on multiple issues bargained simultaneously. The authors of this article develop a conceptual framework and an associated set of propositions concerning the influence and interaction of a number of factors on agenda setting. They examine the consequences of negotiating multiple issues sequentially as opposed to discussing them simultaneously. |
« edellinen | seuraava »
SCIMA