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Emotion and fact in negotiating
Author(s) -
Kniveton Bromley
Publication year - 1982
Publication title -
industrial relations journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.525
H-Index - 3
eISSN - 1468-2338
pISSN - 0019-8692
DOI - 10.1111/j.1468-2338.1982.tb00404.x
Subject(s) - emotive , negotiation , test (biology) , psychology , social psychology , political science , cognitive psychology , sociology , law , geology , paleontology , anthropology
In this article the authors report the results of an experiment to test the extent of the effectiveness of emotive and factual approaches in negotiating.