Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Year of publication: |
2021
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Authors: | Yao, Jingjing ; Brett, Jeanne M. ; Zhang, Zhi-Xue ; Ramirez-Marin, Jimena |
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. 162.2021, p. 9-23
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Subject: | Holistic mindset | Joint gains | Meta-analysis | Multi-issue offer | Negotiation | Trust | Verhandlungstheorie | Bargaining theory | Verhandlungen | Negotiations | Verhandlungstechnik | Negotiation techniques | Meta-Analyse | Vertrauen | Confidence |
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