My way: How strategic preferences vary by negotiator role and regulatory focus

Journal of Experimental Social Psychology

Volumn 46, Issue 6, 2010, Pages 1138-1142

  Appelt, Kirstin C ^a   Higgins, E Tory ^a,b  

^a Och Spine at New York Presbyterian Hospitals   (United States)

^b The Sanford C Bernstein Co Center for Leadership and Ethics   (United States)

Author keywords

Negotiator role; Regulatory fit; Regulatory focus; Strategy

Indexed keywords

EID: 77956615355     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2010.05.010     Document Type: Article

References (18)

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