Cargando…
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...
| Autores principales: | , |
|---|---|
| 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 |