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Studying Negotiations in Context: An Ethnographic Approach

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image of International Negotiation

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.

10.1163/1571806053498823
/content/journals/10.1163/1571806053498823
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/content/journals/10.1163/1571806053498823
2004-10-01
2016-12-06

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