References
Adair, Wendi L. and Jeanne M. Brett. 2005. The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science 16. 33–51.
Adair, Wendi L. and Jeffrey Loewenstein. 2013. Talking it through: Communication sequences in negotiation. In: Mara Olekalns and Wendi L. Adair (eds.), Handbook of Research on Negotiation, 311–331. Northampton, MA: Edward Elgar Publishing, Inc.
Adair, Wendi L., Tetsushi Okumura and Jeanne M. Brett. 2001. Negotiation behavior when cultures collide: The United States and Japan. Journal of Applied Psychology 86. 371–385.
Allen, Mike, William A. Donohue and Becky Stewart. 1990. Comparing hardline and softline bargaining strategies in zero-sum situations using meta-analysis. In: M. Afzalur ...
Get Communication Competence now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
