TITLE

Negotiator Focus

AUTHOR(S)
Bazerman, Max H.
PUB. DATE
February 2005
SOURCE
Leadership Excellence;Feb2005, Vol. 22 Issue 2, p17
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Presents techniques and strategies in improving one's focus in corporate negotiations. Claim of the author that long-term concerns in negotiations drives companies to big losses; Multiplicity in negotiation perspectives raises team management but lessening the chances to expand personal perspective; Disruption of negotiations due to issues outside of the agenda.
ACCESSION #
16501371

 

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