When is straightforwardness a liability in negotiations?...

Journal of Applied Psychology 2009 Vol. 94; Iss. 4

When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.

DeRue, D. Scott, Conlon, Donald E., Moon, Henry, Willaby, Harold W.
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Volume:
94
Year:
2009
Language:
english
Journal:
Journal of Applied Psychology
DOI:
10.1037/a0014965
File:
PDF, 407 KB
english, 2009
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