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RATIONALE AND PREVIOUS EVIDENCE
THE INFLUENCE OF STRUCTURAL INDIVIDUAL
THE PERSON IN BARGAINING
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amount aspiration level attitudes average bargainer's bargaining behavior bargaining outcomes bargaining process bargaining situation bargaining strategy bargaining studies Bartos belligerence bids bilateral monopoly buyer complete information concession rate conciliation conciliation-belligerence Conflict Resolution cooperation cultural Druckman earned effect EngL-EngQ equity theory experiment experimental Factor VII Hamner Harnett hypothesis initial offer interpersonal Journal of Conflict Journal of Personality Komorita koper last clear chance level of aspiration managers negotiation nonEngL-EngQ nonEngL-nonEngQ category offre opponent opponent's Osgood party payoff table percent Personality and Social pressure to reach price leadership price-quantity offer Prisoner's Dilemma private executives profit Pruitt reach agreement reported risk avoidance risk taking risk-taking propensity role sample scale scores seller Shure and Meeker Shure-Meeker Siegel and Fouraker snoA Social Psychology Spain structure subjects suspiciousness-trust teidaa Thailand tion total factor variance total variance trial trust variables yield