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The information-anchoring model of first offers: When moving first helps versus hurts negotiators.
Loschelder, David D., Trötschel, Roman, Swaab, Roderick I., Friese, Malte, Galinsky, Adam D.Volume:
101
Year:
2016
Language:
english
Journal:
Journal of Applied Psychology
DOI:
10.1037/apl0000096
File:
PDF, 648 KB
english, 2016