The Effect of Past Performance on Expected Control and Risk Attitudes in Integrative Negotiations
Three experiments examine the relationship between past performance and strategies and risk attitudes in integrative negotiations. We hypothesized that past performance would affect negotiators' willingness to embrace two types of risk: strategic (i.e., information sharing in the present) versu...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2008
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/1298 https://doi.org/10.1111/j.1750-4716.2008.00009.x |
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| Institution: | Singapore Management University |
| Language: | English |