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Using Self-regulation to Successfully Overcome the Negotiation Disadvantage of Low Power

A plethora of studies has demonstrated that low-power negotiators attain lower outcomes compared to high-power negotiators. We argue that this low-power disadvantage can be conceptualized as impaired goal attainment and that self-regulation can help to overcome it. Three experiments tested this asse...

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Detalles Bibliográficos
Autores principales: Jäger, Andreas, Loschelder, David D., Friese, Malte
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Frontiers Media S.A. 2017
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5361654/
https://www.ncbi.nlm.nih.gov/pubmed/28382005
http://dx.doi.org/10.3389/fpsyg.2017.00271