Win-win in distributive negotiations: The economic and relational benefits of strategic offer framing
In distributive negotiations, people often feel that they have to choose between maximizing their economic outcomes (claiming more value) or improving their relational outcomes (having a satisfied opponent). The present research proposes a conversational strategy that can help negotiators achieve bo...
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| Main Authors: | , , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2020
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/6447 https://ink.library.smu.edu.sg/context/lkcsb_research/article/7446/viewcontent/Schaerer_et_al_JESP2020_win_win_in_distributive_negotiations__1_.pdf |
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| Institution: | Singapore Management University |
| Language: | English |