Does paying back pay off? : effects of reciprocity and economic outcomes on trust emergence in negotiations
Year of publication: |
2019
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Authors: | Sondern, Dominik ; Hertel, Guido |
Published in: |
Group decision and negotiation. - Dordrecht : Springer, ISSN 0926-2644, ZDB-ID 1155213-X. - Vol. 28.2019, 6, p. 1053-1076
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Subject: | Negotiation | Trust emergence | Reciprocity | Economic outcomes | Experimental vignettes | Experiment | Vertrauen | Confidence | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory |
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