Poonam Arora

Columbia University

3022 Broadway

New York, NY 10027

United States

  • Columbia University

SCHOLARLY PAPERS

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Scholarly Papers (2)

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1.

Role of Status in Strategic Choices and Outcomes in Negotiations

IACM 23rd Annual Conference Paper
Number of pages: 5 Posted: 21 May 2010
Poonam Arora, Kirstin C. Appelt and E. Tory Higgins
Columbia University, University of British Columbia (UBC) - Sauder School of Business and Columbia University - Columbia Business School, Management
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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
Kirstin C. Appelt, Xi (Canny) Zou, Poonam Arora and E. Tory Higgins
University of British Columbia (UBC) - Sauder School of Business, London Business School, Columbia University and Columbia University - Columbia Business School, Management

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