Chapter | Negotiation: Readings, Exercises, and Cases | 1997

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

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

Keywords: Negotiation Style; Negotiation Process;

Citation:

Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Negotiation: Readings, Exercises, and Cases, edited by R. J. Lewicki, J. Minton, and D. M. Saunders. Irwin, 1997.