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Module Note
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2007
(Revised from original 2007 version)
Negotiating Effectively in Family Business Systems
by
Deepak Malhotra and John A. Davis
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Abstract
Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described.
Keywords: Family Business;
Negotiation;
Family Ownership;