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Direct linkAdair, Wendi L.; Weingart, Laurie; Brett, Jeanne – Journal of Applied Psychology, 2007
The authors examined the function of offers in U.S. and Japanese integrative negotiations. They proposed that early 1st offers begin information sharing and generate joint gains in Japan but have an anchoring effect that hinders joint gains in the United States. The data from the negotiation transcripts of 20 U.S. and 20 Japanese dyads supported 2…
Descriptors: Prediction, Foreign Countries, Interpersonal Relationship, Persuasive Discourse
