Kharbanda, Om P.; Stallworthy, Ernest A. - In: Journal of Managerial Psychology 6 (1991) 4, pp. 2-52
We are negotiating all the time: with customers, suppliers, trade unions, our family ‐ indeed, all with whom we come … competitive negotiation, the role of consultation, how to cope with deadlock and conflict, cross‐cultural negotiation, and the art … of compromise are reviewed. The development and use of teams in negotiation is also an important factor, needing careful …