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Negotiating the credibility of performance auditing

✍ Scribed by Warwick Funnell; Margaret Wade

Book ID
119222330
Publisher
Elsevier Science
Year
2012
Tongue
English
Weight
579 KB
Volume
23
Category
Article
ISSN
1045-2354

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## Abstract E‐negotiators' credibility was compared to that of face‐to‐face (FTF) negotiators in an integrative bargaining task. Dyads were randomly assigned to negotiate either on the computer or FTF. E‐negotiators perceived their opponents to be less credible and reported less selfcredibility tha