A Framework on Impression Management in Negotiation:Paper presented at INRA workshop 2014 at Reykjavik University, Reykjavik, Iceland.
In this paper we develop a dramaturgical framework to provide us with a new understanding of how negotiators use impression management behaviour during the negotiation process to position themselves in an endeavour to reach a desirable outcome.
| Main Authors: | , |
|---|---|
| Format: | Report |
| Language: | English |
| Published: |
2014
|
| Subjects: | |
| Online Access: | https://pure.au.dk/portal/da/publications/a-framework-on-impression-management-in-negotiation(a8489d02-ee6e-4412-a781-ad0db4fd4ae0).html |
| Summary: | In this paper we develop a dramaturgical framework to provide us with a new understanding of how negotiators use impression management behaviour during the negotiation process to position themselves in an endeavour to reach a desirable outcome. |
|---|