Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power
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DOI: 10.1007/s10726-012-9306-6
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- Zait Adriana, 2016. "Conceptualization and Operationalisation of Specific Variables in Exploratory Researches – An Example for Business Negotiation," Scientific Annals of Economics and Business, Sciendo, vol. 63(1), pages 117-123, March.
- Adriana ZAIT, 2016. "Conceptualization And Operationalisation Of Specific Variables In Exploratory Researches €“ An Example For Business Negotiation," Scientific Annals of Economics and Business (continues Analele Stiintifice), Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, vol. 63(1), pages 125-131, March.
- Vassallo, Jarrod P. & Banerjee, Sourindra & Zaman, Hasanuzzaman & Prabhu, Jaideep C., 2023. "Design thinking and public sector innovation: The divergent effects of risk-taking, cognitive empathy and emotional empathy on individual performance," Research Policy, Elsevier, vol. 52(6).
- James Cunningham & Alistair R. Anderson, 2018. "Inspired or Foolhardy: Sensemaking, Confidence and Entrepreneurs’ Decision-Making," Group Decision and Negotiation, Springer, vol. 27(3), pages 393-415, June.
- Sabina Ramona Trif & Petru Lucian Curșeu & Oana Cătălina Fodor, 2023. "Individual Versus Group Negotiation in Multiparty Systems: The Effect of Power and Goal Difficulty on Negotiation Outcomes in a Potential Gain Task," Group Decision and Negotiation, Springer, vol. 32(1), pages 209-232, February.
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Keywords
Negotiation; Initiation behavior; Machiavellianism; Risk propensity; Bargaining power;All these keywords.
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