Boundary Role Conflict: Negotiation as Dual Responsiveness
The boundary role conflict suggests two types of functions in negotiations: monitoring the other side for evidence of movement and monitoring one’s own side for evidence of preferences. These functions differ in terms of focus and information-processing. This paper addresses these functions in terms...
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| Autor principal: | |
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| Formato: | Article ou chapitre numérique |
| Idioma: | Français |
| Publicado em: |
2008
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| Acesso em linha: | Accès Université d'Orléans et IFPM Accès Université d'Orléans et IFPM |