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Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents

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Author Info
Carroll, John S.
Bazerman, Max H.
Maury, Robin
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File URL: http://www.sciencedirect.com/science/article/B6WP2-4CYG1X8-2M/2/fb3019f39b0f24fe3ae1172a91e512c5
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Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

Volume (Year): 41 (1988)
Issue (Month): 3 (June)
Pages: 352-370
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Handle: RePEc:eee:jobhdp:v:41:y:1988:i:3:p:352-370

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  1. Blecherman, Barry, 1996. "Is There a Winner's Curse In The Market For Baseball Players? Evidence From The Field," Working Papers 966, California Institute of Technology, Division of the Humanities and Social Sciences. [Downloadable!]
  2. Gary Charness & Dan Levin, 2005. "The Origin of the Winner’s Curse: A Laboratory Study," Levine's Bibliography 666156000000000602, UCLA Department of Economics. [Downloadable!]
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  3. JS Armstrong & Philip D. Hutcherson, 2005. "Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions," General Economics and Teaching 0502040, EconWPA. [Downloadable!]
  4. Iris Bohnet & Stephan Meier, 2005. "Deciding to distrust," Public Policy Discussion Paper 05-4, Federal Reserve Bank of Boston. [Downloadable!]
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