Negotiation, decision making and formalism: the problem of form and substance in negotiation analysis
by David J. Francis
Link
Reference:
David J. Francis, (1995), "Negotiation, decision making and formalism: the problem of form and substance in negotiation analysis", In The Discourse of Business Negotiation (Johannes Wagner, Konrad Ehlich, eds.), Berlin, Mouton de Gruyter, pp. 37–64.
Bibtex Entry:
@INCOLLECTION{Francis1995,
  address = "Berlin", 
  author = "David J. Francis", 
  booktitle = "The Discourse of Business Negotiation", 
  doi = "10.1515/9783110881516.37", 
  keywords = "EMCA, Negotiations, Decision, Conversation Analysis, Institutional talk", 
  editor = "Johannes Wagner and Konrad Ehlich", 
  pages = "37–64", 
  publisher = "Mouton de Gruyter", 
  title = "Negotiation, decision making and formalism: the problem of form and substance in negotiation analysis", 
  url = "https://www.degruyter.com/view/books/9783110881516/9783110881516.37/9783110881516.37.xml", 
  year = "1995", 
}