Fleck, Denise; Volkema, Roger; Pereira, Sergio; … - In: Journal of Managerial Psychology 32 (2017) 1, pp. 16-29
Purpose The purpose of this paper is to investigate the effects of negotiation process and outcome on an individual’s desire to negotiate again with the same counterpart. Design/methodology/approach Data were collected from 115 dyads representing two companies negotiating an eight-issue...