Negotiating: A Conceptual Model.

Mastenbroek, Willem F.G.

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Peer reviewed

ERIC Number: EJ231764

Record Type: Journal

Publication Date: 1980-Sep

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Negotiating: A Conceptual Model.

Mastenbroek, Willem F.G.

Group and Organization Studies, v5 n3 p324-39 Sep 1980

Offers a conceptual model based on two encompassing perspectives: (1) negotiating as a set of dilemmas that are derived from the "cooperation-fighting" polarity and (2) negotiating as a composition of four kinds of activities, each connected to a different intention. (Author)

Descriptors: Conflict Resolution, Cooperation, Foreign Countries, Interpersonal Competence, Negotiation Agreements, Organizational Effectiveness, Power Structure, Problem Solving

Publication Type: Journal Articles; Reports - General

Education Level: N/A

Audience: N/A

Language: English

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Authoring Institution: N/A

Identifiers - Location: Netherlands

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