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The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes

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Author Info
White, Sally Blount
Neale, Margaret A.
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File URL: http://www.sciencedirect.com/science/article/B6WP2-45NJFJ4-2R/2/d86f86dbfae8b750e1f457286d1acab2
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Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

Volume (Year): 57 (1994)
Issue (Month): 2 (February)
Pages: 303-317
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Handle: RePEc:eee:jobhdp:v:57:y:1994:i:2:p:303-317

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  1. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers ir99023, International Institute for Applied Systems Analysis. [Downloadable!]
  2. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2004. "Do You a Favor? Social Implications of High Aspirations in Negotiation," Working Paper Series rwp04-033, Harvard University, John F. Kennedy School of Government. [Downloadable!]
  3. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government. [Downloadable!]
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