Mental contrasting promotes integrative bargaining

International Journal of Conflict Management

Volumn 22, Issue 4, 2011, Pages 324-341

  Kirk, Dan ^a   Oettingen, Gabriele ^b   Gollwitzer, Peter M ^c  

^a NEW YORK UNIVERSITY   (United States)

^b UNIVERSITY OF HAMBURG   (Germany)

^c UNIVERSITY OF KONSTANZ   (Germany)

Author keywords

Agreements; Individual psychology; Negotiating; Targets; Task analysis

Indexed keywords

EID: 80054011002     PISSN: 10444068     EISSN: None     Source Type: Journal    
DOI: 10.1108/10444061111171341     Document Type: Article

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