Affiliation:
1. Massachusetts Institute of Technology
Abstract
This article overviews prescriptive research, specifies limitations of that research direction, and introduces a complementary research approach that focuses on the judgmental limitations of negotiators. Specifically, this complementary approach examines how systematic deviations from rationality in negotiator judgment reduce the effectiveness of negotiators.
Subject
General Social Sciences,Sociology and Political Science,Education,Cultural Studies,Social Psychology
Cited by
147 articles.
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