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THE EFFECTS OF ABSTRACTION ON INTEGRATIVE AGREEMENTS: WHEN SEEING THE FOREST HELPS AVOID GETTING TANGLED IN THE TREES
The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptio...
שמור ב:
| Main Authors: | , |
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| פורמט: | Artigo |
| שפה: | Inglês |
| יצא לאור: |
2009
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| נושאים: | |
| גישה מקוונת: | https://ncbi.nlm.nih.gov/pmc/articles/PMC3152820/ https://ncbi.nlm.nih.gov/pubmed/21836768 https://ncbi.nlm.nih.govhttp://dx.doi.org/10.1521/soco.2009.27.3.402 |
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