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ERIC Number: EJ171501
Record Type: CIJE
Publication Date: 1977
Pages: N/A
Abstractor: N/A
Reference Count: 0
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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)
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