This case provides an introduction to the wide field of literature that addresses the existence of critical moments -. Moments that can fundamentally change the negotiations Critical moments have been studied by a number of theorists and researchers, mathematicians, linguists, evolutionary biologists. As such, there are a plurality of lenses through which to interpret them. Some scholars see it as tipping points, others see the critical moments, the points of transition between phases or stages. T. .. Read more »

This case provides an introduction to the wide field of literature that addresses the existence of critical moments -. Moments that can fundamentally change the negotiations Critical moments have been studied by a number of theorists and researchers, mathematicians, linguists, evolutionary biologists. As such, there are a plurality of lenses through which to interpret them. Some scholars see it as tipping points, others see the critical moments, the points of transition between phases or stages. The case examines these models and options, these models help negotiators recognize critical moments as they occur. If negotiators can enhance their capacity for critical moments notice, make their chances on the course of negotiations and achieve desirable results greatly improved.
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Michael A. Wheeler,
Gillian Morris
13 pages.
Publication Date: Dec 12, 2001. Prod #: 902 163 PDF-ENG
Note to critical moments in negotiation HBR case solution

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