Introducing the negotiation navigation map

In this article we reflect upon negotiation strategies and explore the utility of reconciling the dichotomy between interest-based and positional approaches to negotiation. Ultimately, we advocate for a ‘constructive model’ of negotiation and introduce the ‘negotiation navigation map’ that serves th...

Full description

Saved in:
Bibliographic Details
Main Authors: ALEXANDER, Nadja, HOWIESON, Jill
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2009
Subjects:
Online Access:https://ink.library.smu.edu.sg/sol_research/1887
https://ink.library.smu.edu.sg/context/sol_research/article/3839/viewcontent/IntroducNegotiationNavigationMap_2009_ADRB.pdf
Tags: Add Tag
No Tags, Be the first to tag this record!
Institution: Singapore Management University
Language: English