October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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References
Abel, M. J. (1990). Experiences in an exploratory distributed organization. In J. Galegher, R. E. Kraut, and C. Egido (Eds.), Intellectual teamwork: Social and technological foundations of cooperative work (pp. 489–510). Hillsdale, NJ: Lawrence Erlbaum.
Abramowitz, C. V., Abramowitz, S. I., and Weitz, L. J. (1976). Are men therapists soft on empathy? Two studies in feminine understanding. Journal of Clinical Psychology, 32(2), 434–437.
Adair, W. (1999a). Exploring the norm of reciprocity in the global market: U.S. and Japanese intra- and intercultural negotiations. Working paper, J. L. Kellogg Graduate School of Management, Northwestern University, Evanston, IL.
Adair, W. (1999b). U. S. and Japanese mental models for negotiation
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