Johann M Majer

We don’t have enough information about this author to calculate their statistics. If you think this is an error let us know.
Learn More
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own(More)
  • 1