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Full-Text Articles in Business
Interest-Based Bargaining In Education, Sally Klingel
Interest-Based Bargaining In Education, Sally Klingel
Sally Klingel
[Excerpt] Despite almost 20 years of experience with a variety of alternative techniques in collective bargaining in education, there is no summary of the research on negotiation practices or survey of practice variations in use. The parties in negotiations have little to guide them in their investigation of the utility of what are commonly referred to as Interest-Based Bargaining (IBB) strategies. In order to give negotiators tools with which they can make choices appropriate to their needs based on current knowledge and practice, this report offers an informed discussion of the utility of various bargaining models. It provides: ◗ A …
Emotion In Negotiation: Introduction To Special Issue, Mara Olekalns, Dan Druckman
Emotion In Negotiation: Introduction To Special Issue, Mara Olekalns, Dan Druckman
Mara Olekalns
This paper is the introduction to a Special Issue of Group Decision and Negotiation, focusing on emotion in negotiation.