Psychological influence in negotiation: An introduction long overdue

Journal of Management

Volumn 34, Issue 3, 2008, Pages 509-531

  Malhotra, Deepak ^a   Bazerman, Max H ^a  

^a HARVARD BUSINESS SCHOOL   (United States)

Author keywords

Attitude change; Communication; Influence; Information processing; Negotiation; Persuasion; Psychological influence; Social influence

Indexed keywords

EID: 43049094819     PISSN: 01492063     EISSN: 15571211     Source Type: Journal    
DOI: 10.1177/0149206308316060     Document Type: Article

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