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Neale m a bazerman m h 1992 august negotiating

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Unformatted text preview: The new golden rule of business. Fortune, 60-64. Tjosvold, D., Dann, V., & Wong, C. (1992). Managing conflict between departments to serve customers. Human Relations, 45, 1035-1054. Neale, M. A., & Bazerman, M. H. (1992, August). Negotiating rationally: The power and impact of the negotiator’s frame. Academy of Management Executive, 42-51, p. 42. Wall, J. A., Jr. (1985). Negotiation: Theory and practice. Glenview, IL: Scott, Foresman. Walton, R. E., & McKerzie, R. B. (1991). A behavioral theory of labor negotiations (2nd ed.). Ithaca, NY: ILR Press. What follows draws on Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press. Wall, J. A., Jr., & Blum, M. (1991). Negotiations. Journal of Management, 17, 273-303. Wall & Blum, 1991. Stuhlmacher, A. F., and Walters, A. E. (1999). Gender differences in negotiation outcome: A meta-analysis. Personnel Psychology, 52, 653-677. Bazerman, M. H. (1990). Judgment in managerial decision making (2nd ed.). New York: Wiley. References...
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This note was uploaded on 10/01/2010 for the course FGT mba12ehtp taught by Professor Angwi during the Spring '10 term at Télécom Paris.

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