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Negotiation Journal

, Volume 8, Issue 2, pp 125–130 | Cite as

Message dimensions of negotiation

  • Roy H. Andes
In Theory
  • 6 Downloads

Keywords

Personal Attack Content Dimension Negotiation Journal Process Message Joint Gain 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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References

  1. Cohen, H. (1980).You can negotiate anything. Secaucus, N.J.: Lyle Stuart.Google Scholar
  2. Fisher, R. andUry, W. (1981).Getting to YES: Negotiating agreement without giving in. Boston: Houghton Mifflin.Google Scholar
  3. Gulliver, P. H. (1979).Disputes and negotiations. New York: Academic Press.Google Scholar
  4. Lax, D. andSebenius, J. K. (1986).The manager as negotiator. New York: The Free Press.Google Scholar
  5. Linskold, S. andFinch, M. L. (1981). “Styles of announcing conciliation.”Journal of Conflict Resolution 25: 145–155.CrossRefGoogle Scholar
  6. Murray, J. S., (1986). “Understanding competing theories of negotiation.”Negotiation Journal 2: 179–186.CrossRefGoogle Scholar
  7. Nierenberg, G. (1973).Fundamentals of negotiating. New York: Hawthorn Books.Google Scholar
  8. Raiffa, H. (1982).The art and science of negotiating. Cambridge, Mass. Belknap Press.Google Scholar
  9. White, J. (1984). “The pros & cons ofGetting to YES,”Journal of Legal Education 34: 115–117.Google Scholar

Copyright information

© Plenum Publishing Corporation 1992

Authors and Affiliations

  • Roy H. Andes

There are no affiliations available

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