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Can a Dominating Orientation Enhance the Integrativeness of Negotiated Agreements?

 

作者: Debra L. Shapiro,   Jörn Rognes,  

 

期刊: Negotiation Journal  （WILEY Available online 1996）
卷期: Volume 12, issue 1  

页码: 81-90

 

ISSN:0748-4526

 

年代: 1996

 

DOI:10.1111/j.1571-9979.1996.tb00080.x

 

出版商: Blackwell Publishing Ltd

 

数据来源: WILEY

 

摘要:

A dominating orientation is commonly viewed as an impediment to integrative negotiation. However, a study of Norwegian and American negotiators shows that a dominating orientation may, in fact, enhance the integrative nature of some negotiations under certain circumstances. Implications for managers and negotiation trainers are discussed.

 

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