NotesFAQContact Us
Collection
Advanced
Search Tips
Peer reviewed Peer reviewed
ERIC Number: EJ200991
Record Type: Journal
Publication Date: 1978-Aug
Pages: N/A
Abstractor: N/A
Reference Count: N/A
ISBN: N/A
ISSN: N/A
An Empirical Framework for Examining Negotiation Processes and Outcomes.
Donohue, William Anthony
Communication Monographs, v45 n3 p247-57 Aug 1978
Develops an empirical framework for examining the process and outcome of negotiation. The hypothesis of the proposed model is confirmed indicating that prenegotiation expectations and social power strategy implementation are the most significant predictors of outcome. Also examines the situation and personality traits relevant to the negotiation situation. (JMF)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A