Too precise to pursue : how precise first offers create barriers-to-entry in negotiations and markets
Alice J. Lee, David D. Loschelder, Martin Schweinsberg, Malia F. Mason, Adam D. Galinsky
| Year of publication: |
September 2018
|
|---|---|
| Authors: | Lee, Alice J. ; Loschelder, David D. ; Schweinsberg, Martin ; Mason, Malia F. ; 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. 148.2018, p. 87-100
|
| Subject: | Anchor precision | Negotiation entry | Barriers-to-entry | First offers | Social attribution | Decision making | Entscheidung | Decision | 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.2018.03.001 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011928700