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Understanding Competing Theories of Negotiation

Show simple item record Murray, John S. 2011-10-11T23:20:48Z 2011-10-11T23:20:48Z 1986
dc.identifier.citation April 1986 Negotiation Journal 179 en_US
dc.description.abstract This article concentrates on the two leading theories of negotiation: the competitive and problem-solving theories. Professor Murray explores whether or not there really are two competing theories that explain realities in the negotiation setting, if the strategies that each favor necessarily conflict, what behavioral characteristics each explains, and the downside risks hidden within each theory. The goal of this article is to sketch a theoretical map that is both accurate for purposes of understanding the negotiating situation and descriptive in a way that is useful to the practicing negotiator.
dc.language.iso en_US en_US
dc.subject Competing theories en_US
dc.subject Negotiation en_US
dc.title Understanding Competing Theories of Negotiation en_US
dc.type Article en_US

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