Negotiation
- 1 November 1983
- journal article
- research article
- Published by SAGE Publications in American Behavioral Scientist
- Vol. 27 (2) , 135-147
- https://doi.org/10.1177/000276483027002003
Abstract
Social scientists have begun to understand when negotiation is likely to facilitate the settlement of disputes and when it is instead apt to render a bad situation even worse. Based on a growing body of psychological research, it is possible to identify several major themes and issues that bear upon effective negotiation.Keywords
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