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22 Mar 2016
First Look

March 22, 2016

countries at different stages of development and institutional capacity is needed to surface the role of local conditions and absorptive capacities; micro-level work, that is firm-level data in developed as well as developing nations, to understand the mechanisms that... View Details

Keywords: Sean Silverthorne

22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

focus of haggling improvisations is the substance of the negotiation, rather than the relationship between the parties. If you've ever negotiated over the price of a car, you've haggled. In haggling improvisations: There are few... View Details

Keywords: by Kathleen L. McGinn

15 Dec 2015
First Look

December 15, 2015

the Art of Negotiation: How to Use Your Feelings to Your Advantage By: Brooks, Alison Wood Abstract—Negotiations can be fraught with emotion, but it’s only recently that researchers have examined how particular feelings influence what... View Details

Keywords: Carmen Nobel

05 Feb 2013
First Look

First Look: Feb. 5

article mainly evaluates Roger Fisher's core contributions to the content or substance of negotiation research, theory, teaching, and practice. The discussion is organized around five thematic prescriptions: 1) focus on the other party's... View Details

Keywords: Sean Silverthorne