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Resistance to yielding and the expectation of cooperative future interaction in negotiation

✍ Scribed by Orly Ben-Yoav; Dean G Pruitt

Book ID
115968320
Publisher
Elsevier Science
Year
1984
Tongue
English
Weight
854 KB
Volume
20
Category
Article
ISSN
0022-1031

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πŸ“œ SIMILAR VOLUMES

The interaction of reward contingencies
The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer–seller negotiations
✍ Ellen Bolman Pullins πŸ“‚ Article πŸ“… 2001 πŸ› John Wiley and Sons 🌐 English βš– 119 KB

## Abstract This article reports results of an experiment designed to see if reward contingencies and individual differences in causality orientation can interact to affect the frequency with which buyers and sellers introduce cooperative tactics into a sales negotiation. A face‐to‐face simulation