ArticleNegotiation Journal

Toward a Theory of Negotiation Precedent

Larry Crump, 2016
https://direct.mit.edu/ngtn/article/32/2/85/121563/Toward-a-Theory-of-Negotiation-Precedent

This article examines how past negotiations, or precedents, shape current negotiations by guiding strategy and providing tested solutions, while also potentially constraining new thinking. It offers practical insights for managers on how to create, apply, and navigate precedents effectively to influence outcomes.

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