Coercive Power And Concession Making in Bilateral Negotiation
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DOI: 10.1177/0022002795039004003
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References listed on IDEAS
- Harold H. Kelley, 1965. "Experimental studies of threats in interpersonal negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 9(1), pages 79-105, March.
- de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
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