Claiming a large slice of a small pie asymmetric disconfirmation in negotiation. [article].
Three studies how that negotiators consistently underestimate the size of the bargaining zone in distributive negotiations (the small-pie bias) and. by implication, overestimate the share of the surplus they claim (the large-slice bias). The authors explain the results by asymmetric disconfirmation...
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| Formatua: | Analytics |
| Hizkuntza: | English |
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