The wrath of the fairness-primed negotiator when the reciprocity norm is violated

Journal of Business Research

Volumn 56, Issue 5, 2003, Pages 399-409

  Maxwell, Sarah ^a   Nye, Pete ^b   Maxwell, Nicholas ^c  

^a FORDHAM UNIVERSITY   (United States)

^b UNIVERSITY OF WASHINGTON BOTHELL   (United States)

^c Maxwell Statistics   (United States)

Author keywords

Distributive bargaining; Fairness; Negotiations; Prices; Reciprocity; Transaction utility

Indexed keywords

EID: 0037400859     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(01)00262-4     Document Type: Article

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