Distributive bargaining is a process where one party gains whereas the other party loses something. It is a negotiation strategy used to distribute fixed resources such as money, resources and assets ...
Intelligence and agreeableness will get you far in life. But they won't get you a good deal. Whether demanding a raise or haggling with a car salesman, high intellect may not help, and cooperation can ...
Citations: Galinsky, Adam, Geoffrey Leonardelli, Gerardo Okhuysen, Thomas Mussweiler. 2005. Regulatory Focus at the Bargaining Table: Promoting Distributive and Integrative Success. Personality and ...
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