| Popis: |
Does the position of the hands interfere with the outcome of a negotiation? In this research, statistical analysis with N=110 business negotiations addressed to what extent nonverbal reinforcement (BL) moderates the relationship between opening value (OpenVal) and deal value (DealVal) of a face-to-face business negotiation requesting budgetary resources between two parties, with a 99 percent confidence interval. The null hypothesis has been rejected, and the results showed that showing hands (BL=1) was not more significant (B = -.015, p < .969) than hiding hands (BL=0), highly significant (B = 2,323, p |
