O'Reilly logo

Communication Competence by Brian H. Spitzberg, Annegret F. Hannawa

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required