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The Effect of Past Performance on Expected Control and Risk Attitudes in Integrative Negotiations

✍ Scribed by Laura J. Kray; E. Layne Paddock; Adam D. Galinsky

Book ID
114885396
Publisher
Wiley (Blackwell Publishing)
Year
2008
Tongue
English
Weight
109 KB
Volume
1
Category
Article
ISSN
1750-4708

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This study examined how the perceptions and attitudes of third party observers of punishment events are inΒ―uenced by characteristics of the violator and the punishment event itself. Using a scenario methodology, we manipulated the past performance record of the violator and the severity of the conse