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The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff
Authors:Jeryl L. Mumpower  Jim Sheffield  Thomas A. Darling  Richard G. Milter
Affiliation:(1) 0Nelson A. Rockefeller College of Public Affairs and Policy, University at Albany, State University of New York, UAB 417, Albany, NY, 12222, USA E-mail;(2) Department of Management Science and Information Systems, University of Auckland, Private Bag, Auckland, New Zealand;(3) Division of Government and Public Administration, and W.D. Schaefer Center for Public Policy, Yale Gordon College of Liberal Arts, University of Baltimore, Baltimore, MD 21202-2130, USA;(4) College of Business, Ohio University, 312 Copeland Hall, Athens, OH 45701, USA
Abstract:
Keywords:fixed-pie bias  interpersonal understanding  negotiation
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