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Hidden persuaders : do small gifts lubricate business negotiations?

Maréchal, Michel André; Thöni, Christian - 2016

is scarce. We conducted a controlled field experiment in collaboration with sales agents of a multinational consumer … products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

Persistent link: https://www.econbiz.de/10011458640

Hidden persuaders : do small gifts lubricate business negotiations?

Maréchal, Michel André; Thöni, Christian - 2018

. We conducted a natural field experiment in collaboration with sales agents of a multinational consumer products company … to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …

Persistent link: https://www.econbiz.de/10011859309

Hidden persuaders : do small gifts lubricate business negotiations?

Maréchal, Michel André; Thöni, Christian - In: Management science : journal of the Institute for … 65 (2019) 8, pp. 3877-3888

Persistent link: https://www.econbiz.de/10012062831

Does paying back pay off? : effects of reciprocity and economic outcomes on trust emergence in negotiations

Sondern, Dominik; Hertel, Guido - In: Group decision and negotiation 28 (2019) 6, pp. 1053-1076

Persistent link: https://www.econbiz.de/10012126643

Political constellation and decision-making - case study : two leaders in the negotiation process for the normalization of relations between Serbia and Kosovo

Halabaku, Agon; Lutfiu, Nuredin; Fisheku-Halabaku, Valbona - In: Prizren social science journal 3 (2019) 2, pp. 11-20

Persistent link: https://www.econbiz.de/10012171260

Decisions over time (Exploding Offers or Purchase Regret), in game settings (Embedded Nash Bargaining or Adversarial Games), and in influence diagrams

Keller, L. R. - In: Decision analysis : a journal of the Institute for … 9 (2012) 1, pp. 1-5

Persistent link: https://www.econbiz.de/10009522450

Habits of virtue : creating norms of cooperation and defection in the laboratory

Peysakhovich, Alexander; Rand, David G. - In: Management science : journal of the Institute for … 62 (2016) 3, pp. 631-647

Persistent link: https://www.econbiz.de/10011453455

Exploration in teams and the encouragement effect : theory and experimental evidence

Essen, Emma von; Huysentruyt, Marieke; Miettinen, Topi - In: Management science : journal of the Institute for … 66 (2020) 12, pp. 5861-5885

Persistent link: https://www.econbiz.de/10012391453

The prosociality of intuitive decisions depends on the status quo

Gärtner, Manja - In: Journal of behavioral and experimental economics 74 (2018), pp. 127-138

Persistent link: https://www.econbiz.de/10012038276

Collective decision-making of voters with heterogeneous levels of rationality

Xu, Youzong - In: Public choice 178 (2019) 1/2, pp. 267-287

Persistent link: https://www.econbiz.de/10012151001