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How suspicion mitigates the effect of influence tactics
Ota, Shweta S.; Srivastava, Joydeep; Koukova, Nevena T. - In: Organizational behavior and human decision processes : … 112 (2010) 1, pp. 1-10
Persistent link: https://www.econbiz.de/10003971459
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Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Brooks, Alison Wood; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 43-54
Persistent link: https://www.econbiz.de/10009007195
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Power and deception in ultimatum bargaining
Koning, Lukas; Steinel, Wolfgang; Beest, Ilja van; … - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 35-42
Persistent link: https://www.econbiz.de/10009007196
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Extremely difficult negotiator goals : do they follow the predictions of goal-setting theory?
Miles, Edward W.; Chapman, Elizabeth F. - In: Organizational behavior and human decision processes : … 118 (2012) 2, pp. 108-115
Persistent link: https://www.econbiz.de/10009568908
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A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric; O'Connor, Kathleen M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
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Going far together by being here now : mindfulness increases cooperation in negotiations
Masters-Waage, Theodore C.; Nai, Jared; Reb, Jochen; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 189-205
Persistent link: https://www.econbiz.de/10013258817
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Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23
Persistent link: https://www.econbiz.de/10012495450
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A social-cognitive approach to understanding gender differences in negotiator ethics : the role of moral identity
Kennedy, Jessica A.; Kray, Laura J.; Ku, Gillian - In: Organizational behavior and human decision processes : … 138 (2017), pp. 28-44
Persistent link: https://www.econbiz.de/10011672259
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Negotiation
Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
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Emotional deception in negotiation
Kang, Polly; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 173 (2022), pp. 1-15
Persistent link: https://www.econbiz.de/10013535645