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Critical Moments as “Change” in Negotiation.

Authors :
Barrett, Frank J.
Source :
Negotiation Journal; Apr2004, Vol. 20 Issue 2, p213-219, 7p
Publication Year :
2004

Abstract

Focuses on the ways of dealing with critical events by scientific observers while still being competent practitioners. Dual awareness and offering of various strategies or moves that serve as resource to guide negotiations in constructive directions; Concerns of introducing novelty when parties might be searching for control or predictive outcomes; Requirement of intuitive skill on the part of negotiators who must fashion ironic, humorous reframing or surprising interventions.

Details

Language :
English
ISSN :
07484526
Volume :
20
Issue :
2
Database :
Complementary Index
Journal :
Negotiation Journal
Publication Type :
Academic Journal
Accession number :
18353395
Full Text :
https://doi.org/10.1111/j.1571-9979.2004.00018.x