Skip to main content
Log in

Message dimensions of negotiation

  • In Theory
  • Published:
Negotiation Journal

This is a preview of subscription content, log in via an institution to check access.

Access this article

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

References

  • Cohen, H. (1980).You can negotiate anything. Secaucus, N.J.: Lyle Stuart.

    Google Scholar 

  • Fisher, R. andUry, W. (1981).Getting to YES: Negotiating agreement without giving in. Boston: Houghton Mifflin.

    Google Scholar 

  • Gulliver, P. H. (1979).Disputes and negotiations. New York: Academic Press.

    Google Scholar 

  • Lax, D. andSebenius, J. K. (1986).The manager as negotiator. New York: The Free Press.

    Google Scholar 

  • Linskold, S. andFinch, M. L. (1981). “Styles of announcing conciliation.”Journal of Conflict Resolution 25: 145–155.

    Article  Google Scholar 

  • Murray, J. S., (1986). “Understanding competing theories of negotiation.”Negotiation Journal 2: 179–186.

    Article  Google Scholar 

  • Nierenberg, G. (1973).Fundamentals of negotiating. New York: Hawthorn Books.

    Google Scholar 

  • Raiffa, H. (1982).The art and science of negotiating. Cambridge, Mass. Belknap Press.

    Google Scholar 

  • White, J. (1984). “The pros & cons ofGetting to YES,”Journal of Legal Education 34: 115–117.

    Google Scholar 

Download references

Authors

Additional information

Roy H. Andes is founder and manager of Settlement Solutions, a company specializing in mediation of business and family cases and teaching conflict management skills, 210 North Higgins Ave., Suite 336, P.O. Box 9145, Missoula, Mont. 59807.

About this article

Cite this article

Andes, R.H. Message dimensions of negotiation. Negot J 8, 125–130 (1992). https://doi.org/10.1007/BF01000629

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF01000629

Keywords

Navigation