Negotiation as a Joint Decision-Making Process.

Zartman, I. William

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Peer reviewed

ERIC Number: EJ171501

Record Type: CIJE

Publication Date: 1977

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Negotiation as a Joint Decision-Making Process

Zartman, I. William

Journal of Conflict Resolution, 21, 4, 619-638, Dec 77

Most theoretical work on negotiation is not compatible with the actual characteristics of negotiations. Research indicates that the formula/detail approach to negotiation is most descriptive of actual negotiations. Strengths and weaknesses of the formula/detail approach are assessed. Available from: Sage Publications, Inc., 275 South Beverly Drive, Beverly Hills, California 90212. (Author/JG)

Descriptors: Collective Bargaining, Decision Making, Models, Negotiation Impasses, Theories

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