Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations-Reference-Cited by-同舟云学术

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Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations

Published:2013-07 Issue:4 Volume:49 Page:759-763
ISSN:0022-1031
Container-title:Journal of Experimental Social Psychology
language:en
Short-container-title:Journal of Experimental Social Psychology

Author:

Mason Malia F.,Lee Alice J.,Wiley Elizabeth A.,Ames Daniel R.

Publisher

Elsevier BV

Subject

Sociology and Political Science,Social Psychology

Reference23 articles.

1. Relative frequencies of numerical responses in ratio estimation;Baird;Perception & Psychophysics,1970

2. Heuristics in negotiation: Limitations to dispute resolution effectiveness;Bazerman,1983

3. Vague language;Channell,1994

4. The limits of anchoring;Chapman;Journal of Behavioral Decision Making,1994

5. Experimental designs;Cochran,1957

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