Information management in negotiations: The conditions under which it could be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one
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En: International journal of information management (vol. 17, nro. 3, Jun. 1997), p. 153-168S.T.:H004.414 INT PP2689
The purpose of the paper is to investigate under which conditions it can be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one. A general model for information management in negotiation situations has been developed. Several research propositions focusing on the transformation form a win-lose context to a win-win context are presented. The conditions which the purpose of the paper focus on are summarized in a revised model for information management in negotiation situations
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The purpose of the paper is to investigate under which conditions it can be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one. A general model for information management in negotiation situations has been developed. Several research propositions focusing on the transformation form a win-lose context to a win-win context are presented. The conditions which the purpose of the paper focus on are summarized in a revised model for information management in negotiation situations
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