We Need a Larger Theory of Negotiation: The Importance of Pre‐negotiating Phases

Abstract

Negotiation JournalVolume 1, Issue 3 p. 249-262 We Need a Larger Theory of Negotiation: The Importance of Pre-negotiating Phases Harold H. Saunders, Harold H. Saunders Harold H. Saunders, now Resident Fellow at the American Enterprise Institute for Public Policy Research in Washington, D.C., served as U.S. Assistant Secretary of State for Near Eastern and South Asian Affairs from 1978 to 1981.Search for more papers by this author Harold H. Saunders, Harold H. Saunders Harold H. Saunders, now Resident Fellow at the American Enterprise Institute for Public Policy Research in Washington, D.C., served as U.S. Assistant Secretary of State for Near Eastern and South Asian Affairs from 1978 to 1981.Search for more papers by this author First published: July 1985 https://doi.org/10.1111/j.1571-9979.1985.tb00313.xCitations: 58AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat Citing Literature Volume1, Issue3July 1985Pages 249-262 RelatedInformation