The effects of reciprocation wariness on negotiation behavior and outcomes
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DOI: 10.1007/s10726-006-9070-6
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- John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
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- Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
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Keywords
Dyadic negotiation; Reciprocation wariness; Motivational orientation; Direct information sharing; Joint gains; Perceptions of opponents;All these keywords.
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