Now you see it, now you don't interests, issues, and psychological distance in integrative negotiation. [article].
Neotiators are often advised to seek win-win agreements by focusing on interests (primary features) rather than issues (secondary features) but whether such advise is valid remains to be seen. Consistent with construal level theory(Y. Trope & N. Liberman, 2003). Experiment 1 and 2 shows that neg...
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| Format: | Analytics |
| Language: | English |
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