Determinants of a negotiator's initial opening offer

Journal of Business and Psychology

Volumn 19, Issue 1, 2004, Pages 23-35

  Buelens, Marc ^a   Van Poucke, Dirk ^a  

^a GHENT UNIVERSITY   (Belgium)

Author keywords

fairness; initial offer; negotiation; power; reference points

Indexed keywords

EID: 4544348718     PISSN: 08893268     EISSN: None     Source Type: Journal    
DOI: 10.1023/B:JOBU.0000040270.10433.54     Document Type: Article

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