Negotiators' bargaining histories and their effects on future negotiation performance

Journal of Applied Psychology

Volumn 90, Issue 2, 2005, Pages 350-362

  O'Connor, Kathleen M ^a,c   Arnold, Josh A ^b,d   Burris, Ethan R ^a,c  

^a Department of Obstetrics Gynecology   (United States)

^b CALIFORNIA STATE UNIVERSITY   (United States)

^c The Samuel Curtis Johnson Graduate School of Management   (United States)

^d CALIFORNIA STATE UNIVERSITY   (United States)

Author keywords

Bargaining history; Behavioral intentions; Impasses; Negotiation; Time

Indexed keywords

ADULT; ARTICLE; BEHAVIOR; CLINICAL TRIAL; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; COOPERATION; FEMALE; FORECASTING; HUMAN; INTERPERSONAL COMMUNICATION; LEARNING; MALE; RANDOMIZED CONTROLLED TRIAL; REGRESSION ANALYSIS;

ADULT; COOPERATIVE BEHAVIOR; FEMALE; FORECASTING; HUMANS; INTENTION; MALE; NEGOTIATING; REGRESSION ANALYSIS; TRANSFER (PSYCHOLOGY);

EID: 17444398945     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/0021-9010.90.2.350     Document Type: Article

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