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Keywords: distributive negotiation behavior
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Journal Articles

A Deep Dive Into Distributive Concession Making and the Likelihood of Impasses in Negotiations

Marc Mertes, Dana Kunz, Joachim Hüffmeier
Journal: Collabra: Psychology
Collabra: Psychology (2023) 9 (1): 88929.
https://doi.org/10.1525/collabra.88929
Published: 30 October 2023
... these issues by conducting a high-powered confederate study with more realistic negotiation interactions. negotiation impasses distributive negotiation behavior negative internal attribution anger Third, by comparing the effects of different concession patterns, we disentangle the two hitherto...
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Includes: Supplementary data