Walking in my shoes : how expectations of role reversal in future negotiations affect present behaviors
Year of publication: |
June 2016
|
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Authors: | Bagchi, Rajesh ; Koukova, Nevena T. ; Gurnani, Haresh ; Nagarajan, Mahesh ; Oza, Shweta S. |
Published in: |
Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 53.2016, 3, p. 381-395
|
Subject: | repeated negotiations | role reversal | reciprocity | concession making | Experiment | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory |
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