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Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma : how a choice of first offers increases economic and relational outcomes
Leonardelli, Geoffrey J.; Gu, Jun; McRuer, Geordie; … - In: Organizational behavior and human decision processes : … 152 (2019), pp. 64-83
Persistent link: https://www.econbiz.de/10012103191
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The power of lost alternatives in negotiations
Brady, Garrett L.; Inesi, M. Ena; Mußweiler, Thomas - In: Organizational behavior and human decision processes : … 162 (2021), pp. 59-80
Persistent link: https://www.econbiz.de/10012495453
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Running head : perspective-taking and empathy in strategic interactions ; why it pays to git inside the head of your opponent ; the differential effects of perspective-taking and e...
Galinsky, Adam D.; Maddux, William W.; Gilin, Debra; … - 2007
Persistent link: https://www.econbiz.de/10003662003
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The four horsemen of power at the bargaining table
Galinsky, Adam D.; Schaerer, Michael; Magee, Joe C. - In: The journal of business & industrial marketing 32 (2017) 4, pp. 606-611
Persistent link: https://www.econbiz.de/10011692428
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Too precise to pursue : how precise first offers create barriers-to-entry in negotiations and markets
Lee, Alice J.; Loschelder, David D.; Schweinsberg, Martin; … - In: Organizational behavior and human decision processes : … 148 (2018), pp. 87-100
Persistent link: https://www.econbiz.de/10011928700