The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage

Publication date: July 2021Source: Organizational Behavior and Human Decision Processes, Volume 165Author(s): Kian Siong Tey, Michael Schaerer, Nikhil Madan, Roderick I. Swaab

Source: Organizational Behavior and Human Decision Processes - May 30, 2021 Category: Psychiatry & Psychology Source Type: research