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The Effects of Achievement Motivational Goals and of Debriefing on the Transfer of Skills in Integrative Negotiations

✍ Scribed by Yoella Bereby-Meyer; Simone Moran; Liat Sattler

Book ID
114885437
Publisher
Wiley (Blackwell Publishing)
Year
2010
Tongue
English
Weight
121 KB
Volume
3
Category
Article
ISSN
1750-4708

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This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face-to-face negotiatio