Publications

Publication details [#40602]

Harinck, Fieke. 2004. Persuasive Arguments and Beating Around the Bush in Negotiations. Group Processes & Intergroup Relations 7 (1) : 5–18.
Publication type
Article in journal
Publication language
English
Keywords
conflict | negotiation | persuading
Place, Publisher
SAGE Publications

Annotation

This study investigates the occurrence and the underlying motive for ‘beating around the bush’ in negotiations as a function of the conflict issue.