Das, T.K.; Kumar, Rajesh - In: Management Decision 49 (2011) 8, pp. 1235-1256
four types of interpartner negotiation strategies identified in the article need to be appreciated as having differential … strategies. Practical implications – The paper discusses how alliance managers can deploy effective interpartner negotiation … and integrating the interests of the partners in an alliance, and consider four types of interpartner negotiation …