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Keywords: Reference points
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Journal Articles
International Journal of Conflict Management (2025) 36 (3): 481–513.
Published: 20 March 2025
...Michel Mann; Marco Warsitzka; Roman Trötschel; Joachim Hüffmeier Purpose Human decision-making is strongly influenced by the reference points (RPs) people choose. Despite their relevance and ubiquity in negotiations, RPs have received little attention on a conceptual level. To broaden...
