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Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Malhotra, Deepak; Bazerman, Max H. - 2007

Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an...

Persistent link: https://www.econbiz.de/10003463198

When to sign on the dotted line? : signing first makes ethics salient and decreases dishonest self-reports

Shu, Lisa L.; Mažar, Nina; Gino, Francesca; Ariely, Dan; … - 2011

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Reducing bounded ethicality : how to help individuals notice and avoid unethical behavior

Zhang, Ting; Fletcher, Pinar O.; Gino, Francesca; … - In: Organizational dynamics : a quarterly review of … 44 (2015) 4, pp. 310-317

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If you're going to do wrong, at least do it right : considering two moral dilemmas at the same time promotes moral consistency

Barak-Corren, Netta; Tsay, Chia-Jung; Cushman, Fiery; … - In: Management science : journal of the Institute for … 64 (2018) 4, pp. 1528-1540

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