Chapter | Power and Negotiation in Organizations | 1995

Negotiating Rationally: The Power and Impact of the Negotiator's Frame

by M. A. Neale and M. H. Bazerman

Keywords: Negotiation Style; Power and Influence;

Citation:

Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Power and Negotiation in Organizations, edited by S. C. Currall, D. Geddes, S. M. Schmidt, and A. Hichner. Dubuque, IA: Kendall/Hunt Publishing, 1995.