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The effects of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment

✍ Scribed by Margaret A. Neale

Publisher
Elsevier Science
Year
1984
Weight
973 KB
Volume
34
Category
Article
ISSN
0030-5073

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## Abstract This study expands the negotiation literature by examining how negotiator behavior is predicted by various emotions felt by the negotiators and their counterparts and by counterpart negotiation behavior. Using hierarchical linear modeling, we also compare individual‐ and dyad‐level proc