Aufsatz(elektronisch)September 1980
Negotiating: A Conceptual Model
In: Group & organization studies, Band 5, Heft 3, S. 324-339
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Abstract
The ability to negotiate is vital to cope with conflicting interests. Knowledge-handed down by practitioners and behavioral scientists-is very fragmented regarding specific social skills and precise insights used in negotiating. This article offers a conceptual model based on two en compassing 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.
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