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Entrepreneurs' negotiation behavior
Artinger, Sabrina; Vulkan, Nir; Shem-Ṭov, Yotam - In: Small business economics : an entrepreneurship journal 44 (2015) 4, pp. 737-757
Persistent link: https://www.econbiz.de/10011382238
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Reciprocity and emotions : arousal, self-reports, and expectations
Ben Shaḥar, Gershon; Bornstein, Gary; Hopfensitz, Astrid - 2004
reciprocation. In this study, physiological and self-report measures were employed to investigate the role of emotions, using the …-report measures were related to destruction decisions and expectations. The pattern of emotional arousal and its correlation with self …
Persistent link: https://www.econbiz.de/10011338001
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Reciprocity and emotions : arousal, self-reports, and expectations
Ben Shaḥar, Gershon; Bornstein, Gary; Hopfensitz, Astrid - 2004
reciprocation. In this study, physiological and self-report measures were employed to investigate the role of emotions, using the …-report measures were related to destruction decisions and expectations. The pattern of emotional arousal and its correlation with self …
Persistent link: https://www.econbiz.de/10011451382
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The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.; Manrodt, Karl B.; Eastman, … - In: International journal of physical distribution & … 45 (2015) 8, pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
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Concession bargaining : an experimental comparison of protocols and time horizons
Alberti, Federica; Fischer, Sven; Güth, Werner; … - 2013
Concessions try to avoid conflict in bargaining and can finally lead to an agreement. Although they usually are seen as unfolding in time, concessions can also be studied in normal form or by conditioning only on failure of earlier agreement attempts. We experimentally compare three protocols of...
Persistent link: https://www.econbiz.de/10010252385
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No rage against the machine : how computer agents mitigate human emotional processes in electronoc negotiations'
Adam, Marc Thomas Philipp; Teubner, Timm; Gimpel, Henner - In: Group decision and negotiation 27 (2018) 4, pp. 543-571
Persistent link: https://www.econbiz.de/10011904955
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Pricing negotiation in contract farming
Handayati, Yuanita; Simatupang, Togar M.; Perdana, Tomy; … - In: International journal of business and globalisation : IJBG 23 (2019) 2, pp. 174-192
Persistent link: https://www.econbiz.de/10012144545
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Remembering friends as not so friendly in competitive and bargaining social interactions
Danziger, Shai; Disatnik, David; Shani, Yaniv - In: Journal of behavioral decision making 30 (2017) 4, pp. 987-998
Persistent link: https://www.econbiz.de/10011805885
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Responder feelings in a three-player three-option ultimatum game : affective determinants of rejection behavior
Pfister, Hans-Rüdiger; Böhn, Gisela - In: Games 3 (2012) 1, pp. 1-29
This paper addresses the role of affect and emotions in shaping the behavior of responders in the ultimatum game. A …
Persistent link: https://www.econbiz.de/10009752872
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A pawn in someone else's game? : the cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation
Kennedy, Jessica A.; Kray, Laura J. - In: Research in organizational behavior : an annual series … 35 (2015), pp. 3-28
Persistent link: https://www.econbiz.de/10011429149