Department of Management

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

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@techreport{a8489d02ee6e4412a781ad0db4fd4ae0,
title = "A Framework on Impression Management in Negotiation: Paper presented at INRA workshop 2014 at Reykjavik University, Reykjavik, Iceland.",
abstract = "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.",
author = "Mathiasen, {Ditte Dahl} and Lars Esbjerg",
year = "2014",
month = "4",
day = "10",
language = "English",
pages = "1--7",
type = "WorkingPaper",

}

RIS

TY - UNPB

T1 - A Framework on Impression Management in Negotiation

T2 - Paper presented at INRA workshop 2014 at Reykjavik University, Reykjavik, Iceland.

AU - Mathiasen, Ditte Dahl

AU - Esbjerg, Lars

PY - 2014/4/10

Y1 - 2014/4/10

N2 - 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.

AB - 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.

M3 - Working paper

SP - 1

EP - 7

BT - A Framework on Impression Management in Negotiation

ER -