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Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others
Northcraft, Gregory B.; Brodt, Susan E.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 298-310
Persistent link: https://www.econbiz.de/10005430864
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"Inside Information" and Negotiator Decision Behavior
Brodt, Susan E. - In: Organizational Behavior and Human Decision Processes 58 (1994) 2, pp. 172-202
Persistent link: https://www.econbiz.de/10005430906
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Working Together but in Opposition: An Examination of the "Good-Cop/Bad-Cop" Negotiating Team Tactic
Brodt, Susan E.; Tuchinsky, Marla - In: Organizational Behavior and Human Decision Processes 81 (2000) 2, pp. 155-177
Persistent link: https://www.econbiz.de/10005197350