Role effects in negotiation: The one-down phenomenon

Negotiation Journal

Volumn 23, Issue 3, 2007, Pages 307-331

  Donohue, William A ^a   Taylor, Paul J ^b  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF LIVERPOOL   (United Kingdom)

Author keywords

Expectations; Interdependence; Negotiation; One down; Role; Social identity

Indexed keywords

EID: 34547154165     PISSN: 07484526     EISSN: 15719979     Source Type: Journal    
DOI: 10.1111/j.1571-9979.2007.00145.x     Document Type: Article

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