But what if I lose the offer? : negotiators' inflated perception of their likelihood of jeopardizing a deal
Einav Hart, Julia B. Bear, Zhiying (Bella) Ren
| Year of publication: |
2024
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|---|---|
| Authors: | Hart, Einav ; Bear, Julia B. ; Ren, Zhiying |
| Published in: |
Organizational behavior and human decision processes. - Amsterdam [u.a.] : Elsevier, ISSN 0749-5978, ZDB-ID 1471451-6. - Vol. 181.2024, Art.-No. 104319, p. 1-18
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| Subject: | Job negotiations | Likelihood of jeopardizing a deal | Negotiation avoidance | Negotiation mental models | Negotiation misperceptions | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory | Wahrnehmung | Perception | Verhandlungstechnik | Negotiation techniques |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2024.104319 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015062809