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Download full textMagenau, John; And Others – 1976
This research tests the hypothesis that trust is a prerequisite for the exchange of information about needs and priorities in negotiation. Bargainers who do not trust one another will fail to exchange information because they fear exploitation. Aspiration level and trust were manipulated in a simulated bargaining task. Bargainers induced to trust…
Descriptors: Behavioral Science Research, Collective Bargaining, Credibility, Expectation
