Journal Article

Saving the Worst for Last: The Effect of Time Horizon on the Efficiency of Negotiation Benefits and Burdens

Organizational Behavior and Human Decision Processes
Author(s)

Gerardo Okhuysen

Adam Galinsky

Tamara Uptigrove

Three experiments explored the effect of outcome delays
Date Published: 2003
Citations: Okhuysen, Gerardo, Adam Galinsky, Tamara Uptigrove. 2003. Saving the Worst for Last: The Effect of Time Horizon on the Efficiency of Negotiation Benefits and Burdens. Organizational Behavior and Human Decision Processes. (2)269-279.