The Influence of Past Negotiations on Negotiation Counterpart Preferences
Choosing the right counterpart can have a significant impact on negotiation success. Unfortunately, little research has studied such negotiation counterpart decisions. Three studies examined the influence of past negotiations on preferences to negotiate again with a counterpart. Study 1 found that t...
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2008
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| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/1000 https://ink.library.smu.edu.sg/context/lkcsb_research/article/1999/viewcontent/NCP_JochenReb.pdf |
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| Institution: | Singapore Management University |
| Language: | English |