“Take it or leave it!” A choice mindset leads to greater persistence and better outcomes in negotiations
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DOI: 10.1016/j.obhdp.2019.05.003
Abstract: Abstract Negotiators often elicit concessions from their counterparts by using ultimatums. The present research asks: Why do some negotiators either concede to ultimatums or leave the bargaining table, whereas others simply ignore ultimatums and continue… read more here.
Keywords: persistence; negotiation; better outcomes; choice ... See more keywords