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Keywords: Negotiation behaviour
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Journal Articles
International Journal of Conflict Management (2020) 31 (2): 221–240.
Published: 10 January 2020
... versus competitive counterpart cues more than under promotion focus. Furthermore, results also showed that under prevention focus, negotiators’ behavior was relatively unaffected by their own social motivation – i.e. their personal goal to obtain favorable outcomes for oneself or for both negotiation...
