Too Much Information: The Perils of Nondiagnostic Information in Negotiations

Journal of Applied Psychology

Volumn 96, Issue 1, 2011, Pages 192-201

  Wiltermuth, Scott S ^a   Neale, Margaret A ^b  

^a UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^b STANFORD UNIVERSITY   (United States)

Author keywords

Decision making; Dilution effect; Negotiations; Negotiator; Nondiagnostic information

Indexed keywords

ADULT; ARTICLE; DECISION MAKING; FEMALE; HUMAN; INTERPERSONAL COMMUNICATION; MALE; METHODOLOGY; PSYCHOLOGICAL ASPECT;

ADULT; COMMUNICATION; DECISION MAKING; DISCLOSURE; FEMALE; HUMANS; MALE; NEGOTIATING;

EID: 79251493440     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0021871     Document Type: Article

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