Commercial negotiation: reaching for disagreement within an overall project of reaching for agreement
by David Hugill
Link
Reference:
David Hugill, (2004), "Commercial negotiation: reaching for disagreement within an overall project of reaching for agreement", Culture and Organization, vol. 10, no. 2, pp. 163–187.
Bibtex Entry:
@ARTICLE{Hugill2004,
  author = "David Hugill", 
  doi = "10.1080/1475955042000253431", 
  keywords = "EMCA, Commercial negotiation, Conversation analysis, Episode, Hierarchy, Party speaking, Target- costs contracts", 
  journal = "Culture and Organization", 
  number = "2", 
  pages = "163–187", 
  title = "Commercial negotiation: reaching for disagreement within an overall project of reaching for agreement", 
  url = "https://www.tandfonline.com/doi/abs/10.1080/1475955042000253431", 
  volume = "10", 
  year = "2004", 
}