Browsing BI Open by Author "Helseth, Snorre"

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Priming the weak negotiator to feel powerful in an integrative asymmetric batna negotiation

Helseth, Snorre (Master thesis, 2017)

Power asymmetries are present in most negotiations, and power influences economic outcomes in negotiations. The most common way to manipulate power asymmetries in negotiation experiments is through BATNA, Best Alternative ...