DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are dislike...
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| Format: | Others |
| Language: | en |
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VANDERBILT
2012
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| Online Access: | http://etd.library.vanderbilt.edu/available/etd-07162012-060149/ |