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Research Details

Why negotiation is the most popular business school course, Ivey Business Journal

Abstract

Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. "Improving your negotiation skills," write the co-authors of this article, "is a long journey that involves constant reflection, awareness, and openness to feedback." In the article, a valuable and extremely useful primer for negotiators, they describe and outline the preparation, value-claiming and value-creating strategies that are the foundation of any successful negotiation.

Type

Article

Author(s)

Leigh Thompson, Geoffrey Leonardelli

Date Published

2004

Citations

Thompson, Leigh, and Geoffrey Leonardelli. 2004. Why negotiation is the most popular business school course. Ivey Business Journal.

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