"I was going to offer $ 10,000 but ..." : the effects of phantom anchors in negotiation
Year of publication: |
September 2018
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Authors: | Bhatia, Nazlı ; Gunia, Brian C. |
Published in: |
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology. - Amsterdam [u.a.] : Elsevier, ISSN 0749-5978, ZDB-ID 629198-3. - Vol. 148.2018, p. 70-86
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Subject: | Negotiation | First offer | Phantom anchor | Interpersonal perceptions | Anchoring | Börsengang | Initial public offering | Verhandlungstheorie | Bargaining theory | USA | United States | Experiment |
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