Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma : how a choice of first offers increases economic and relational outcomes
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 | Börsengang | Initial public offering | Verhandlungstheorie | Bargaining theory | USA | United States | Experiment | Theorie | Theory |
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