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To Match or Not to Match? Reactions to Turning Points in Negotiation

This study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to i...

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Detalles Bibliográficos
Autores principales: Griessmair, Michele, Druckman, Daniel
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Springer Netherlands 2017
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7380450/
https://www.ncbi.nlm.nih.gov/pubmed/32764846
http://dx.doi.org/10.1007/s10726-017-9550-x