Negotiator Judgment
- 1 November 1983
- journal article
- Published by SAGE Publications in American Behavioral Scientist
- Vol. 27 (2) , 211-228
- https://doi.org/10.1177/000276483027002007
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.Keywords
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