Negotiations
- 1 June 1991
- journal article
- research article
- Published by SAGE Publications in Journal of Management
- Vol. 17 (2) , 273-303
- https://doi.org/10.1177/014920639101700203
Abstract
This article reviews the impact of the (a) negotiator's characteristics, (b) negotiator-opponent interaction, (c) constituencies (the parties represented by the negotiator), (d) third parties, and (e) situational environmentalfactors on the negotiation process and its outcomes. We offer suggestions to researchers for enhancing the external and internal validity of their studies. And for practicing managers, we provide recommendations to improve their negotiations.Keywords
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