Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma : how a choice of first offers increases economic and relational outcomes
Geoffrey J. Leonardelli, Jun Gu, Geordie McRuer, Victoria Husted Medvec, Adam D. Galinsky
| Year of publication: |
2019
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|---|---|
| Authors: | Leonardelli, Geoffrey J. ; Gu, Jun ; McRuer, Geordie ; Medvec, Victoria Husted ; Galinsky, Adam D. |
| 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. 152.2019, p. 64-83
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| Subject: | Topics: negotiation | choice | anchoring | first offers | agreement sincerity | initial recipient-value | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory | Experiment |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2019.01.007 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012103191