Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation
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Date
1995-11
Authors
Saw, Chee Wah
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Abstract
This research examine the differences between buyers and sellers on business negotiation behaviour, planning, frequency and outcome, besides examine the effects of cooperative behaviour, level of planning and frequency involvement on negotiation outcome. The negotiation outcome was measured by 3 factors: goal achievement, rate of settlement and
perceived superior's approval.
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Keywords
Outcome In Dyadic , Business Negotiation