Zobrazeno 1 - 3
of 3
pro vyhledávání: '"Geordie McRuer"'
Publikováno v:
The Wiley Encyclopedia of Personality and Individual Differences
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::74099516887430aaa1d94ced63489da2
https://doi.org/10.1002/9781118970843.ch342
https://doi.org/10.1002/9781118970843.ch342
Publikováno v:
Organizational Behavior and Human Decision Processes. 152:64-83
The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator d
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::073a6ae5d185181be7e3623f248333b9
https://doi.org/10.1016/j.obhdp.2019.01.007
https://doi.org/10.1016/j.obhdp.2019.01.007
Publikováno v:
Academy of Management Proceedings. 2012:14827
Package offers – presenting multiple issue positions at once –are typically recommended to manage uncertainty and gain value in multi-issue negotiations, but we propose that a superior strategy is ...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::61bd9ed0cf4e55b615920fa37291593f
https://doi.org/10.5465/ambpp.2012.14827abstract
https://doi.org/10.5465/ambpp.2012.14827abstract