Process Versus Content

Kim Cheng Patrick Low
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Kim Cheng Patrick Low: University of the South Pacific

Chapter 4 in Successfully Negotiating in Asia, 2020, pp 81-111 from Springer

Abstract: Abstract Skilled negotiators study the process of negotiation, and they rely more on the process to be successful. But what is the process of negotiation?

Keywords: Content; Cooperative/cooperation; Collaboration; Competitive/competition; Face; Process; Time/timing; Questions; Words (search for similar items in EconPapers)
Date: 2020
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DOI: 10.1007/978-3-030-48655-6_4

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