BATNAs in negotiation : common errors and three kinds of "no"
Year of publication: |
[2017]
|
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Authors: | Sebenius, James K. |
Publisher: |
[Boston, MA] : Harvard Business School |
Subject: | negotiation | BATNA | bargaining | zone of possible agreement | reservation price | reservation value | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory |
Extent: | 1 Online-Ressource (circa 12 Seiten) |
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Series: | Working papers / Harvard Business School, Division of Research. - Boston, Mass. : Harvard Business School, ISSN 0898-7629, ZDB-ID 2276801-4. - Vol. 17, 055 |
Type of publication: | Book / Working Paper |
Type of publication (narrower categories): | Graue Literatur ; Non-commercial literature ; Arbeitspapier ; Working Paper |
Language: | English |
Other identifiers: | 10.2139/ssrn.2884857 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
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