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| Author: | Morris, M. W. Larrick, R. P. Su, S. K. |
| Title: | Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits |
| Journal: | Journal of Personality and Social Psychology
1999 : JUL, VOL. 77:1, p. 52-67 |
| Index terms: | Negotiation Psychology Individual behaviour |
| Language: | eng |
| Abstract: | This paper reports information on a study concerning the evidence that negotiators make systemic errors in personality-trait attributions for the bargaining behaviours of their counterpart. There are several aspects dealt with in more detail related the mentioned issue. |
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