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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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2018
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| Subjects: | |
| 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 |