haku: @journal_id 58 / yhteensä: 815
viite: 250 / 815
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. |
SCIMA