Choosing the path to bargaining power: An empirical comparison of BATNAs and contributions in negotiation

Journal of Applied Psychology

Volumn 90, Issue 2, 2005, Pages 373-381

  Kim, Peter H ^a   Fragale, Alison R ^b  

^a UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^b STANFORD UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

ADULT; ANALYSIS OF VARIANCE; ARTICLE; BEHAVIOR; CLINICAL TRIAL; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; DECISION MAKING; DEPENDENT PERSONALITY DISORDER; FEMALE; HUMAN; INTERPERSONAL COMMUNICATION; MALE; PSYCHOLOGICAL THEORY; RANDOMIZED CONTROLLED TRIAL; RESOURCE ALLOCATION;

ADULT; ANALYSIS OF VARIANCE; DECISION MAKING; DEPENDENCY (PSYCHOLOGY); FEMALE; HUMANS; MALE; NEGOTIATING; POWER (PSYCHOLOGY); PSYCHOLOGICAL THEORY; RESOURCE ALLOCATION;

EID: 17444373886     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/0021-9010.90.2.373     Document Type: Article

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