Negotiating rationally: the power and impact of the negotiator's frame.

• 1 August 1992
• journal article
• Published by Academy of Management in Executive
• Vol. 6  (3) , 42-51
• https://doi.org/10.5465/ame.1992.4274183

Abstract

Keywords

• NEGOTIATING RATIONALLY
• POWER AND IMPACT
• IMPACT OF THE NEGOTIATOR'S FRAME