Effects of auditors' concession timing on financial officers' negotiation judgements.
In this paper, we develop and test a conceptual model that posits how the timing of concessions made by an auditor to a client influences negotiation judgments. We conduct an experiment to investigate how financial officers’ negotiation-related judgments are influenced by negotiation strategies e...
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| Main Authors: | , |
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| Other Authors: | |
| Format: | Research Report |
| Language: | English |
| Published: |
2008
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| Subjects: | |
| Online Access: | http://hdl.handle.net/10356/14556 |
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| Institution: | Nanyang Technological University |
| Language: | English |