Studying Negotiations in Context: An Ethnographic Approach

in International Negotiation
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Abstract

Ethnographic research offers an alternative approach which can provide insights into the types of complex situations that negotiators really face. This approach is not easy – it can be more time consuming, costly, and difficult than other research methods – but the payoff comes from the way these in-depth studies challenge scholars to develop new ideas and theories, based on what really happens in negotiations rather than on the logical next step in a series of experiments.

Studying Negotiations in Context: An Ethnographic Approach

in International Negotiation

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