Verbal Responses to Different Bargaining Strategies: A Content Analysis of Real-Life Buyer-Seller Interaction
Author:
Publisher
Wiley
Subject
Social Psychology
Link
http://onlinelibrary.wiley.com/wol1/doi/10.1111/j.1559-1816.1988.tb00012.x/fullpdf
Reference27 articles.
1. Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing
2. Responses to self-disclosure and interaction goals
3. Applicability of the big lie technique and the last clear chance doctrine to bargaining.
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