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The role of arbitration costs and risk aversion in dispute outcomes

Farber, Henry S. - In: Industrial relations : a journal of economy & society 29 (1990) 3, pp. 361-384

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I feel, therefore you act: intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

Overbeck, Jennifer R.; Neale, Margaret A.; Govan, … - In: Organizational behavior and human decision processes : … 112 (2010) 2, pp. 126-139

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Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes

Neale, Margaret A.; Fragale, Alison R. - In: Negotiation theory and research, (pp. 27-54). 2014

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All in, one-at-a-time or somewhere in the middle? : leveraging the composition and size of the negotiating package

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Negotiation and groups

Mannix, Elizabeth A. (ed.); Overbeck, Jennifer R. (ed.); … - 2011 - 1st ed

Negotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on...

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Negotiating rationally

Bazerman, Max H. - 1992

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Cognition and rationality in negotiation

Neale, Margaret A. - 1991

Persistent link: https://www.econbiz.de/10013467367