Negotiator Judgment

Abstract

This article overviews prescriptive research, specifies limitations of that research direction, and introduces a complementary research approach that focuses on the judgmental limitations of negotiators. Specifically, this complementary approach examines how systematic deviations from rationality in negotiator judgment reduce the effectiveness of negotiators.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 195 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.