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Keywords: Negotiations
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Journal Articles
Formal bargaining and informal sense making in the competitive dialogue procedure: An event‐driven explanation
Available to Purchase
International Journal of Managing Projects in Business (2013) 6 (4): 674–694.
Published: 06 September 2013
... construction project. Design/methodology/approach In an in‐depth case study, a process approach is taken to study how formal bargaining and informal sense making interact in a discrete set of critical events during negotiations in the procurement stage. Findings The critical events show that problems...
