Procedural frames in negotiations how offering my resources versus requesting yours impacts perception, behavior, and outcomes. [article].
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a strong concession aversion...
| অন্যান্য লেখক: | , , , |
|---|---|
| বিন্যাস: | Analytics |
| বিষয়গুলি: |