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Negotiation Analysis. The Context

Berea Cristi ()
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Berea Cristi: “Alexandru Ioan Cuza†University of Iasi

Ovidius University Annals, Economic Sciences Series, 2018, vol. XVIII, issue 1, 284-288

Abstract: In the context of economic development, business negotiations gain more attention from theboth, researchers and business people. While researchers are trying to concatenate negotiationswith other areas, businessmen are interested in gathering as much information as possible aboutstrategies they might use in relationships with partners. Following the model proposed by Agndal (Agndal, 2007), regarding negotiation analysis, thispaper aims to identify main research elements from the context areas by analyzing 31 peerreviewed articles published between 1994 and 2017, and 12 books. It results a synthesis of themain elements to be considered for a successful negotiation.

Keywords: Negotiation; Bargaining; Analysis; Context; Literature (search for similar items in EconPapers)
JEL-codes: M30 (search for similar items in EconPapers)
Date: 2018
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Handle: RePEc:ovi:oviste:v:xviii:y:2018:i:1:p:284-288