Going with the Momentum: Exposure to Decreasing Concessions Leads to a Distributive Disadvantage
| Autor: | Nikhil Madan, Michael Schaerer, Kian Siong Tey, Roderick I. Swaab |
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| Rok vydání: | 2020 |
| Předmět: | |
| Zdroj: | Academy of Management Proceedings. 2020:13019 |
| ISSN: | 2151-6561 0065-0668 |
| DOI: | 10.5465/ambpp.2020.13019abstract |
| Popis: | We propose that making a series of concessions that decrease in size over time (e.g., $1500, $1225, $1205, $1200) can signal that senders are reaching their bottom line and results in a negotiation... |
| Databáze: | OpenAIRE |
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