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March 1, 1985Academy of Management Journal

The Effects of Negotiator Preferences, Situational Power, and Negotiator Personality on Outcomes of Business Negotiations.

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Authors

LGLeonard GreenhalghDartmouth CollegeSNScott A. NeslinDartmouth CollegeRGRoderick W. GilkeyUniversity of North Carolina at Chapel Hill

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Cite This Study

Greenhalgh et al. (1985) studied this question.

synapsesocial.com/papers/6a80748e6a1c77b118d48d8dhttps://doi.org/10.2307/256058
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