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Negotiation Process Modelling: From Soft and Tacit to Deliberate

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Handbook of Group Decision and Negotiation

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Abstract

In this chapter an approach to identify the impact of tacit knowledge on the result of negotiation from a mediation perspective is presented. The approach merges different perspectives in negotiation analyses to justify a general framework for identification of tacit knowledge interventions in systematic procedures supporting parties.

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Author information

Authors and Affiliations

  1. Institute of Econometrics, Decision Analysis and Support Unit, SGH Warsaw School of Economics, Warsaw, Poland

    Tomasz Szapiro

Authors
  1. Tomasz Szapiro
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Correspondence to Tomasz Szapiro .

Editor information

Editors and Affiliations

  1. Wilfrid Laurier University Dept. Mathematics, Waterloo, ON, Canada

    D. Marc Kilgour

  2. University of Strathclyde Strathclyde Business School, Glasgow, UK

    Colin Eden

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Szapiro, T. (2019). Negotiation Process Modelling: From Soft and Tacit to Deliberate. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12051-1_36-1

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  • DOI: https://doi.org/10.1007/978-3-030-12051-1_36-1

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-12051-1

  • Online ISBN: 978-3-030-12051-1

  • eBook Packages: Springer Reference Behavioral Science and PsychologyReference Module Humanities and Social SciencesReference Module Business, Economics and Social Sciences

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