Titlebook: Negotiation: From Theory to Practice; Jacques Rojot Book 1991 Jacques Rojot 1991 accounting.conflict.management.organization.strategy

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Book 1991. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

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o‘ manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.978-1-349-11445-0

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The Parties, the Environment and Bargaining PowerThis chapter is devoted to building upon the elements outlined in Chapter 1. In other words, it draws the practical conclusions to be inferred from the prevalence of conflictual situations and from bounded rationality as they are seen to apply to a negotiating situation.

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