Media type: E-Article Title: We need a larger theory of negotiation: The importance of pre-negotiating phases Contributor: Saunders, Harold H. Published: MIT Press, 1985 Published in: Negotiation Journal, 1 (1985) 3, Seite 249-262 Language: English DOI: 10.1007/bf00999646 ISSN: 0748-4526; 1571-9979 Keywords: Management of Technology and Innovation ; Strategy and Management ; General Social Sciences Origination: Footnote: