Negotiating in Organizations

Max H. Bazerman · Roy James Lewicki

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Conflict Management and Negotiation Labor Movements and Unions Management and Organizational Studies

Abstract

The essays collected in this volume study negotiation within and between organizations. They go beyond analyzing the processes of the bargaining table to show negotiation at work in a wider range of joint decisions. Third party interventions, negotiation with the outside environment, and negotiation in specific settings are among the topics covered.

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1990Dimensions of conflict frame: Disputant interpretations of conflict.1998Cooperative and Competitive Goal Approach to Conflict: Accomplishments and Challenges 2006What do people value when they negotiate? Mapping the domain of subjective value in negotiation.1992Egocentric interpretations of fairness and interpersonal conflict 2011Status Conflict in Groups 1991Information exchange in negotiation 1998Conceptualizing and Measuring a Power/Interaction Model of Interpersonal Influence1 1991Equity, Equality, Power, and Conflict

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