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Trust building via negotiation : immediate versus lingering effects of general trust and negotiator satisfaction
Yao, Jingjing; Storme, Martin - In: Group decision and negotiation 30 (2021) 3, pp. 507-528
Persistent link: https://www.econbiz.de/10012544489
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Confident and cunning : negotiator self-efficacy promotes deception in negotiations
Gaspar, Joseph P.; Schweitzer, Maurice E. - In: Journal of business ethics : JBE 171 (2021) 1, pp. 139-155
Persistent link: https://www.econbiz.de/10012546638
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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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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Initiating negotiations : the role of Machiavellianism, risk propensity, and bargaining power
Kapoutsis, Ilias; Volkema, Roger J.; Nikopoulos, Andreas G. - In: Group decision and negotiation 22 (2013) 6, pp. 1081-1101
Persistent link: https://www.econbiz.de/10010192695
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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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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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Positioning and negotiations : the case of pharmaceutical pricing
Grepperud, Sverre; Pedersen, Pål Andreas - In: European journal of political economy 62 (2020), pp. 1-13
Persistent link: https://www.econbiz.de/10012312066
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Importance of communication in negotiation process
Tofan, Cezarina Adina - In: Inventi impact: SMEs (2019) 2, pp. 80-90
Persistent link: https://www.econbiz.de/10012288246
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A multivariate minimum cost consensus model for negotiations of holdout demolition
Liu, Yong; Zhou, Ting; Forrest, Jeffrey Yi-Lin - In: Group decision and negotiation 29 (2020) 5, pp. 871-899
Persistent link: https://www.econbiz.de/10012291066