Decision-making and negotiating: An integrated approach for managers

Anna Grandori

European Management Journal, 1991, vol. 9, issue 1, 98-102

Abstract: Based on a decade or more of training MBA students and company executives in the field of negotiating, Anna Grandori integrates negotiating and decision-making theories to arrive at suggestions to improve current management practices. She also finds that the difficulties senior managers have in making good decisions in a negotiating situation largely stem from uncertainty and conflicts of interest.

Date: 1991
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