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- W1506874722 abstract "Purpose – This paper aims to describe a study of the negotiation process, focusing on the use of seven competitive-unethical tactics in dyadic negotiations. The initial use of these tactics and their effects on process and outcomes are examined. Design/methodology/approach – In total, 230 Brazilian professionals from a large financial institution participated in two-party, property-leasing negotiations involving eight issues with assigned point values. Negotiations were conducted online and, from the recorded transcripts, seven competitive-unethical tactics were tracked and analyzed with respect to the negotiation process and outcomes (individual and joint, perceived and actual). Findings – The study found that most participants employed one or more tactics, the stage and incidents of initial use affected overall employment, and participants often reciprocated when tactics were employed. Reciprocation was best described by a logarithmic function, with a small number of tactics answered with as many or mor..." @default.
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- W1506874722 date "2013-09-30" @default.
- W1506874722 modified "2023-09-27" @default.
- W1506874722 title "Truth or consequences" @default.
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- W1506874722 doi "https://doi.org/10.1108/ijcma-11-2012-0084" @default.
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