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Keywords: Individual negotiator
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Journal Articles
Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics
Available to Purchase
Journal of Business & Industrial Marketing (2017) 32 (4): 567–579.
Published: 02 May 2017
...Tayfun Aykac; Robert Wilken; Frank Jacob; Nathalie Prime Purpose This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active...
