ERIC Number: EJ231764
Record Type: Journal
Publication Date: 1980-Sep
Negotiating: A Conceptual Model.
Mastenbroek, Willem F.G.
Group and Organization Studies, v5 n3 p324-39 Sep 1980
Offers a conceptual model based on two encompassing perspectives: (1) negotiating as a set of dilemmas that are derived from the "cooperation-fighting" polarity and (2) negotiating as a composition of four kinds of activities, each connected to a different intention. (Author)
Publication Type: Journal Articles; Reports - General
Education Level: N/A
Authoring Institution: N/A
Identifiers - Location: Netherlands