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| Author: | Golann, D. |
| Title: | Death of a claim: the impact of loss reactions on bargaining |
| Journal: | Negotiation Journal
2004 : OCT, VOL. 20:4, p. 539-553 |
| Index terms: | Bargaining Loss Negotiation |
| Language: | eng |
| Abstract: | This article describes the strong emotional reactions that sometimes disrupt settlement discussions, explores the psychological processes that underlie them, and suggests approaches that negotiation advisors can use to prevent these reactions from disrupting the bargaining process and perhaps turn them to advantage. |
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