Showing 61 - 70 of 18,369
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
Persistent link: https://www.econbiz.de/10012418604
Two players with preferences distorted by the focusing effect (Koszegi and Szeidl, 2013) negotiate an agreement over several issues and one transfer. We show that, as long as their preferences are differentially distorted, an issue will be inefficiently left out of the agreement or inefficiently...
Persistent link: https://www.econbiz.de/10012619453
Persistent link: https://www.econbiz.de/10012129348
Persistent link: https://www.econbiz.de/10012176076
Persistent link: https://www.econbiz.de/10012062831
Persistent link: https://www.econbiz.de/10012426553
Persistent link: https://www.econbiz.de/10012794954
Persistent link: https://www.econbiz.de/10012815794
Persistent link: https://www.econbiz.de/10014637527