Essential elements in international contract negotiations
This research examines the interaction of groups in the environment of international contract negotiations. The thesis addresses psychological aspects of negotiation, such as roles of social relationships, egocentrism, motivated illusions and emotion. The thesis examines the role of culture in cross...
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Monterey, California. Naval Postgraduate School
2012
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| Online Access: | http://hdl.handle.net/10945/2692 |