The power of phantom alternatives in negotiation : how what could be haunts what is
Robin L. Pinkley, Donald E. Conlon, John E. Sawyer, Dustin J. Sleesman, Don Vandewalle, Maribeth Kuenzi
| Year of publication: |
2019
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|---|---|
| Authors: | Pinkley, Robin L. ; Conlon, Donald E. ; Sawyer, John E. ; Sleesman, Dustin J. ; Vandewalle, Don ; Kuenzi, Maribeth |
| 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. 151.2019, p. 34-48
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| Subject: | Negotiation | BATNA | Alternatives | Perception | Power | Verhandlungen | Negotiations | Verhandlungstechnik | Negotiation techniques | Verhandlungstheorie | Bargaining theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2018.12.008 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012003020