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Flanders in proposed public offering


Book ID
104413668
Publisher
Elsevier Science
Year
1997
Tongue
English
Weight
366 KB
Volume
1997
Category
Article
ISSN
1365-6937

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We argue that offers in bargaining are guided by the emotions that proposers anticipate when contemplating their offers. In particular, we reason that positive offers may be driven by fear and guilt, where fear is more related to the perceived consequences of having one's offer rejected, and guilt i