Getting to the bargaining table: The role of motives and traits in negotiation initiation
Conference
Poster
Negotiation
52. Kongress der Deutschen Gesellschaft für Psychologie, Hildesheim
Event: 52. Kongress der Deutschen Gesellschaft für Psychologie (poster presentation)
Location: Hildesheim, Germany
Authors: Bakaç, C., & Kehr, H. M.
Context
Most negotiation research studies people who are already at the table. This work looked one step earlier, at who initiates a negotiation in the first place.