The impact of concession patterns on negotiations : when and why decreasing concessions lead to a distributive disadvantage
Kian Siong Tey, Michael Schaerer, Nikhil Madan, Roderick I. Swaab
| Year of publication: |
2021
|
|---|---|
| Authors: | Tey, Kian Siong ; Schaerer, Michael ; Madan, Nikhil ; Swaab, Roderick I. |
| 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. 165.2021, p. 153-166
|
| Subject: | Concessions | Distributive | Negotiations | Offers | Reservation price | Signaling | Konzession | Concession | Verhandlungen | Verhandlungstheorie | Bargaining theory | Signalling |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2021.05.003 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012610390