Critical Moments as “Change” in Negotiation
Loading...
Authors
Barrett, Frank J.
Subjects
Advisors
Date of Issue
2004-04
Date
Publisher
Language
Abstract
It seems that one of the biggest challenges a negotiator faces is disentangling
what is happening while negotiations are ongoing: how does one
make sense of the underlying logic of interaction while staying aware of the
microprocesses that comprise the emerging whole? How can we be scientific
observers of events and still be competent practitioners who shape
those same events? The three articles in this section begin to address this
question. Each author, in his or her own way, frames the need for such a
dual awareness and offers various strategies or moves that serve as resources
to guide negotiations in constructive directions.
Type
Article
Description
The article of record as published may be located at http://dx.doi.org/10.1111/j.0748-4526.2004.00000.x
Series/Report No
Department
Graduate School of Business & Public Policy (GSBPP)
Organization
Identifiers
NPS Report Number
Sponsors
Funder
Format
Citation
Negotiation Journal, April 2004
Distribution Statement
Rights
This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. Copyright protection is not available for this work in the United States.