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Interpartner negotiations in alliances: a strategic framework
2011
Management Decision
Purpose -The purpose of this paper is propose a strategic framework for understanding interpartner negotiation dynamics in alliances. Design/methodology/approach -The authors define interpartner negotiations as a process of reconciling and integrating the interests of the partners in an alliance, and consider four types of interpartner negotiation strategies -problem solving, contending, yielding, and compromising -and then discuss the dynamics of these negotiation strategies in the formation,
doi:10.1108/00251741111163106
fatcat:b4gjecosxndrdettiqrppr7eoi