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Journal Articles

Think twice before using door-in-the-face tactics in repeated negotiation: Effects on negotiated outcomes, trust and perceived ethical behaviour

Ricky S. Wong, Susan Howard
Journal: International Journal of Conflict Management
International Journal of Conflict Management (2018) 29 (2): 167–188.
https://doi.org/10.1108/IJCMA-05-2017-0043
Published: 23 February 2018
... 05 2017 07 10 2017 13 01 2018 17 01 2018 © Emerald Publishing Limited 2018 Emerald Publishing Limited Licensed re-use rights only Trust Ethics Compliance tactic Door-in-the-face tactic Laboratory studies Repeated negotiation Obtaining favourable deals...
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