Concepedia

Pre-negotiation Framing

Pre-Negotiation Framing is a strategic cognitive process in negotiation preparation that involves structuring the issues, interests, and perceived boundaries of a prospective negotiation to influence the subsequent interaction, decision-making, and outcome in favor of one’s objectives.

9

Publications

574

Citations

13

Authors

11

Institutions

Publications per year

2017–2026

0

Parents

Publications

9

Devious Objectives and the Disputants' View of International Mediation: A Theoretical Framework

Oliver P. Richmond · Journal of Peace Research · 1998 · 185 citations

, , +10

We need a larger theory of negotiation: The importance of pre-negotiating phases

Harold H. Saunders · Negotiation Journal · 1985 · 87 citations

, , +9

Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions

Robert M. Peterson, George H. Lucas · The Journal of Marketing Theory and Practice · 2001 · 75 citations

, , +14

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

Harold H. Saunders · Negotiation Journal · 1985 · 73 citations

, , +9

An Examination of the Effects of Auditor Rank on Pre-Negotiation Judgments

Ken T. Trotman, Arnold M. Wright, Sally Wright · Auditing A Journal of Practice & Theory · 2009 · 67 citations

, , +11

1–5 of 9

Authors

13

  1. HH
    Harold H. Saunders

    Kettering Foundation, United States

    2 publications · 160 citations

    2

    h-index

  2. RM
    Robert M. Peterson

    Northern Illinois University, United States

    2 publications · 93 citations

    2

    h-index

  3. KT
    Ken T. Trotman

    UNSW Sydney, Australia

    1 publications · 67 citations

    1

    h-index

  4. XZ
    Xiaoqin Zhang

    Wenzhou University, China

    1 publications · 15 citations

    1

    h-index

  5. CD
    C. David Shepherd

    Georgia Southern University, United States

    1 publications · 18 citations

    1

    h-index

1–5 of 13

Institutions

11

  1. American Enterprise Institute

    Washington D.C., United States

    2 h-index

    2 publications

    160 citations

  2. Institute for Learning Innovation

    Portland, United States

    1 h-index

    1 publications

    75 citations

  3. Intercollege

    Nicosia, Cyprus

    1 h-index

    1 publications

    185 citations

  4. Northeastern University

    Boston, United States

    1 h-index

    1 publications

    67 citations

  5. Universidade Federal de Pernambuco

    Recife, Brazil

    1 h-index

    2 publications

    34 citations

  6. UNSW Sydney

    Sydney, Australia

    1 h-index

    1 publications

    67 citations

  7. Universidad del Noreste

    Tampico, Mexico

    1 h-index

    1 publications

    67 citations

  8. University of Massachusetts Dartmouth

    North Dartmouth, United States

    1 h-index

    1 publications

    15 citations

1–8 of 11

Venues

  1. Negotiation Journal

    2 publications · 160 citations

    2

    h-index

  2. Journal of Peace Research

    1 publications · 185 citations

    1

    h-index

  3. International Negotiation

    1 publications · 37 citations

    1

    h-index

  4. The Journal of Marketing Theory and Practice

    JMTP · 1 publications · 75 citations

    1

    h-index

  5. Auditing A Journal of Practice & Theory

    AJPT · 1 publications · 67 citations

    1

    h-index

1–5