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Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23
Persistent link: https://www.econbiz.de/10012495450
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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Understanding the trust deficit in China : mapping positive experience and trust in strangers
Yao, Jingjing; Zhang, Zhi-Xue; Brett, Jeanne M.; … - In: Organizational behavior and human decision processes : … 143 (2017), pp. 85-97
Persistent link: https://www.econbiz.de/10011791578
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Understanding trust development in negotiations : an interdependent approach
Yao, Jingjing; Zhang, Zhi-Xue; Brett, Jeanne M. - In: Journal of organizational behavior : OB ; the internat. … 38 (2017) 5, pp. 712-729
Persistent link: https://www.econbiz.de/10011700650