C.K.W. de Dreu
E. van de Vliert
- Onderhandelen in arbeidsorganisaties
- Nederlands Tijdschrift voor de Psychologie
- Volume | Issue number
- 49 | 4
- Pages (from-to)
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Negotiation in work organizations.
Discusses descriptive and explanatory theories of the nature of negotiations between individuals in the context of organizations. The characteristics of negotiating as a mode of conflict resolution are described. The influence of interdependence between the negotiators, time pressure, specific means of communication (meetings, telephone conversations, messages), and the responsibility for representing others on the course of negotiations is considered."
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