|In addition to what you offer, how you make the offer plays a decisive role for negotiation success. In five talks, this symposium showcases the latest research on how offer presentation affects both interpersonal relations and settlement terms in negotiations.|
Columbia Business School. USA.
221/15901 Limits versus Critiques: Divergent effects of constraint and disparagement rationales in negotiations
(1) Lee, Alice; (2) Ames, Daniel
(1) Columbia Business School; (2) Columbia Business School
221/15902 The Motivated-Adjustment Model of Anchoring: How the Framing of Anchors Matter in Negotiations
(1) Majer, Johann; (2) Loschelder, David; (3) Galinsky, Adam; (4) Trötschel, Roman
(1) Leuphana University; (2) Leuphana University; (3) Columbia Business School; (4) Leuphana University
221/15903 Concession Request Frames in Negotiations
(1) Bhatia, Nazli; (2) Chow, Rosalind
(1) CATÓLICA-LISBON School of Business & Economics; (2) Carnegie Mellon University
221/15905 Discussion: How you present an offer is equally as important as what you offer.
(1) Loschelder, David
(1) Leuphana University Lüneburg