J. F. Nunamaker, Jr.; Dennis, Alan R.; Valacich, Joseph S. - In: Management Science 37 (1991) 10, pp. 1325-1346
The study of negotiating groups, whether distributive between competing parties (i.e., "win-lose") or integrative between essentially friendly parties from the same organization (i.e., "win-win"), remains important. While much previous research in this area has focused on key analytical issues...