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Browse Archives by Author: Benjamin P. Hohne

Procedural Frames in Negotiation: The Impact of Offering "My Resources" Vs. Requesting "Your Resources"
[3/1/2016]
Roman Trötschel, PhD, David D. Loschelder, PhD, Benjamin P. Höhne, PhD, and Johann M. Majer, PhD Candidate
If I were to propose a trade to you, the two statements “My X for your Y” and “Your Y for my X” may appear to be completely equal. However, in a real world negotiation, those two proposals are perceived diffe­rently


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