NEGOTIATIONS

被引：45

作者：

WALL, JA

BLUM, MW

机构：

来源：

JOURNAL OF MANAGEMENT | 1991年 / 17卷 / 02期

关键词：

D O I：

10.1177/014920639101700203

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This article reviews the impact of the (a) negotiator's characteristics, (b) negotiator-opponent interaction, (c) constituencies (the parties represented by the negotiator), (d) third parties, and (e) situational environmentalfactors on the negotiation process and its outcomes. We offer suggestions to researchers for enhancing the external and internal validity of their studies. And for practicing managers, we provide recommendations to improve their negotiations. © 1991, Sage Publications. All rights reserved.

引用

页码：273 / 303

页数：31

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