Poonam Arora

Columbia University

3022 Broadway

New York, NY 10027

United States

SCHOLARLY PAPERS

2

DOWNLOADS

89

SSRN CITATIONS

0

CROSSREF CITATIONS

0

Scholarly Papers (2)

1.

Role of Status in Strategic Choices and Outcomes in Negotiations

IACM 23rd Annual Conference Paper
Number of pages: 5 Posted: 21 May 2010
Columbia University, University of British Columbia (UBC) - Sauder School of Business and Columbia Business School - Management
Downloads 89 (309,344)

Abstract:

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2.

Regulatory Fit in Negotiation: Effects of 'Prevention-Buyer' and 'Promotion-Seller' Fit

Social Cognition, Vol. 27, No. 3, pp. 365-384, 2009
Posted: 09 Jun 2011
University of British Columbia (UBC) - Sauder School of Business, London Business School, Columbia University and Columbia Business School - Management

Abstract:

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Negotiation, Regulatory Fit, Regulatory Focus, Role, Frame, Demand, Impasse