mixed material bibliography

Transcripts (4149 communications) and outcomes of 27 dyads were examined to test how reciprocating interests, rights, or power based communications affects negotiation's process and outcomes. Three patterns of reciprocation were significantly associated with refocusing negotiators away from rights or power. Theoritical and Managerial implications are discussed Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen 24873 2005-12-01 00:00:00 2005-12-01 00:00:00 machine generated