Department of Management

Lars Esbjerg

A Framework on Impression Management in Negotiation: Paper presented at INRA workshop 2014 at Reykjavik University, Reykjavik, Iceland.

Research output: Working paperResearch

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.
Original languageEnglish
Publication statusPublished - 10 Apr 2014

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ID: 81129275