Trust in Negotiation (6)
The Relational Foundations Of Strategic Choice In Negotiation
International Association of Conflict Management Conference (2007)
Representing negotiations as social exchanges highlights negotiators’ implicit obligations to honor exchanges and the risk that they will fail to ...
Turning Points in Negotiation (5)
Contribution to Book
Punctuated Negotiations: Transitions, Interruptions, and Turning Points
Handbook of Research on Negotiation (2013)
Negotiation is a dynamic process. Outcomes develop from patterned exchanges between negotiating parties and their constituencies. The guiding question for ...