The Ineffectiveness of Zero-Sum Bargaining Zero-sum bargaining—the notion that one party’s gain always comes at another’s expense—remains prevalent in some negotiation circles. Traditional economic ...
Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.
Citations: Galinsky, Adam, Geoffrey Leonardelli, Gerardo Okhuysen, Thomas Mussweiler. 2005. Regulatory Focus at the Bargaining Table: Promoting Distributive and Integrative Success. Personality and ...
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