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Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done, Organizational Behavior and Human Decision Processes
Jeanne Brett, Jing Jing Yao, Zhi-Xue Zhang, Jimena Ramirez-Marin
Brett, Jeanne, Jing Jing Yao, Zhi-Xue Zhang, and Jimena Ramirez-Marin. 2021. Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done. Organizational Behavior and Human Decision Processes. 162: 9-23.
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