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- W2034383548 abstract "Four basic negotiating strategies are analyzed along with the outcomes they encourage and the determinants of their use. Guidelines for influencing the strategic choice of one's bargaining partners are also presented with an emphasis on techniques for encouraging one's adversaries to move away from contentious behavior and toward problem solving." @default.
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- W2034383548 date "1983-11-01" @default.
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- W2034383548 title "Strategic Choice in Negotiation" @default.
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