Imaginary alternatives: The impact of mental simulation on powerless negotiators

Imaginary alternatives: The impact of mental simulation on powerless negotiators

The present research demonstrates that negotiators can act powerfully without having power.Researchers and practitioners advise people to obtain strong alternatives prior to negotiating toenhance their power. However, alternatives are not always readily available, often forcingnegotiators to negotia...

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Bibliographic Details
Main Authors: SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2018
Subjects:
negotiation
alternatives
power
ambition
first offer
mental simulation
impasse
Organizational Behavior and Theory
Social Psychology
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5454
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6453/viewcontent/Schaerer_et_al_imaginary_alternatives.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/5454
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6453/viewcontent/Schaerer_et_al_imaginary_alternatives.pdf

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