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- W4237762599 abstract "Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational behavior. This research examines negotiation behavior and outcomes at five levels of analysis: intrapersonal, interpersonal, group, organizational, and virtual. At each level, we review research on negotiation processes and outcomes, and we discuss the implications of various processes and outcomes for the two functions of negotiation: value creation (integrative negotiation) and value claiming (distributive negotiation)." @default.
- W4237762599 created "2022-05-12" @default.
- W4237762599 creator A5004198439 @default.
- W4237762599 creator A5008152084 @default.
- W4237762599 creator A5019567021 @default.
- W4237762599 date "2010-01-01" @default.
- W4237762599 modified "2023-10-05" @default.
- W4237762599 title "Negotiation" @default.
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