Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Jingjing Yao, Jeanne M. Brett, Zhi-Xue Zhang, Jimena Ramirez-Marin
| Year of publication: |
2021
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|---|---|
| Authors: | Yao, Jingjing ; Brett, Jeanne M. ; Zhang, Zhi-Xue ; Ramirez-Marin, Jimena |
| 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. 162.2021, p. 9-23
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| Subject: | Holistic mindset | Joint gains | Meta-analysis | Multi-issue offer | Negotiation | Trust | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory | Meta-Analyse | Vertrauen | Confidence | Verhandlungstechnik | Negotiation techniques |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2020.10.012 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012495450