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Journal of Management
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What's this?

Negotiations

James A. Wall, Jr.

Michael W. Blum

University of Missouri-Columbia

This article reviews the impact of the (a) negotiator's characteristics, (b) negotiator-opponent interaction, (c) constituencies (the parties represented by the negotiator), (d) third parties, and (e) situational environmentalfactors on the negotiation process and its outcomes. We offer suggestions to researchers for enhancing the external and internal validity of their studies. And for practicing managers, we provide recommendations to improve their negotiations.

Journal of Management, Vol. 17, No. 2, 273-303 (1991)
DOI: 10.1177/014920639101700203
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