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Negotiators' bargaining histories and their effects on future negotiation performance.

Kathleen M O'connor1, Josh A Arnold, Ethan R Burris

  • 1Johnson Graduate School of Management, Cornell University, Ithaca, NY 14853, USA. kmo8@cornell.edu

The Journal of Applied Psychology
|March 17, 2005
PubMed
Summary

Previous negotiation outcomes significantly impact future deal quality. Past impasses lead to worse future deals, even with new partners, highlighting the importance of bargaining history.

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