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Keywords: Negotiation team
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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
... one deceptive statement per negotiation). Deception by commission Deception by omission Deceptive negotiation tactics Individual negotiator Negotiation profit Negotiation team Olekalns and Smith (2007 , 2009) experimentally follow this categorization of misrepresentation by considering...
