The effects of reciprocation wariness on negotiation behavior and outcomes

Group Decision and Negotiation

Volumn 16, Issue 6, 2007, Pages 507-525

  Zhang, Zhi Xue ^a   Han, Yu Lan ^a  

^a Peking University   (China)

Author keywords

Direct information sharing; Dyadic negotiation; Joint gains; Motivational orientation; Perceptions of opponents; Reciprocation wariness

Indexed keywords

EID: 35448951389     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-006-9070-6     Document Type: Article

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