Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations

Material TypeArticleLanguageEnglish
TitleBeing Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations Author(S)Joachim Hufmeier (Author)
Abstract  A meta-analysis (34 studies) is reported on the impact of hard- and softline bargaining strategies on economic (135 effect sizes) and socioemotional negotiation outcomes (30 effect sizes) in distributive negotiations. ...Paginationp 866-892
SubjectManagementDescriptorsManagement
Journal TitleJournal of Management  
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