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Emergent Negotiations: Stability and Shifts in Negotiation Dynamics

✍ Scribed by Mara Olekalns; Laurie R. Weingart


Book ID
114885395
Publisher
Wiley (Blackwell Publishing)
Year
2008
Tongue
English
Weight
176 KB
Volume
1
Category
Article
ISSN
1750-4708

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The purpose of this article is to examine phase-differences in the patterns of actors involved in decision making. Two phases are distinguished, the negotiating phase, and the decision-making phase. During the first phase the agent's primary goal is to influence the policy position of other agents,