Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Alison Wood Brooks; Maurice E. Schweitzer
| Year of publication: |
2011
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|---|---|
| Authors: | Brooks, Alison Wood ; Schweitzer, Maurice E. |
| Published in: |
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology. - Amsterdam [u.a.] : Elsevier, ISSN 0749-5978, ZDB-ID 629198-3. - Vol. 115.2011, 1, p. 43-54
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| Subject: | Verhandlungen | Negotiations | Emotion | Angst | Anxiety | Verhandlungstechnik | Negotiation techniques | Experiment |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10009007195