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And sympathy is what we need my friend—Polite requests improve negotiation results
The wording negotiators use shapes the emotions of their counterparts. These emotions, in turn, influence their counterparts’ economic decisions. Building on this rationale, we examined how the language used during negotiation affects discount rate and willingness to engage in future deals. In three...
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| Publicado no: | PLoS One |
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| Main Authors: | , , |
| Formato: | Artigo |
| Idioma: | Inglês |
| Publicado em: |
Public Library of Science
2019
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| Assuntos: | |
| Acesso em linha: | https://ncbi.nlm.nih.gov/pmc/articles/PMC6415778/ https://ncbi.nlm.nih.gov/pubmed/30865655 https://ncbi.nlm.nih.govhttp://dx.doi.org/10.1371/journal.pone.0212306 |
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