Negotiation Basics: Structure and Process

Dimensions

De Cremer, D and Pillutla, M (2012) Negotiation Basics: Structure and Process. In: Making Negotiations Predictable. Palgrave Macmillan, London, UK, pp. 13-39. ISBN 9781137024794

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Publisher URL: https://doi.org/10.1057/9781137024794_2

Abstract

In this chapter we will introduce basic structural and procedural elements of all negotiations. It is important to have a sound grasp of these elements because the single biggest determinant of negotiator success is how well prepared you are for a negotiation. The ideas introduced in this chapter will enable you to plan properly for the negotiation.

Item Type:	Book Chapter
Additional Information:	The research article was published by the author with the affiliation of London Business School
Subjects:	Organizational Behaviour
Date Deposited:	12 Jan 2024 09:10
Last Modified:	12 Jan 2024 09:10
URI:	https://eprints.exchange.isb.edu/id/eprint/2267

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