Jun Gu

Monash University - Department of Management

Wellington Road

Clayton, Victoria 3168

Australia

SCHOLARLY PAPERS

2

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Scholarly Papers (2)

1.

Multiple Equivalent Simultaneous Offers (MESOs) Reduce the Negotiator Dilemma: How a Choice of First Offers Increases Economic and Relational Outcomes

2. Leonardelli, G.J., Gu, J., McRuer, G., Medvec, V., & Galinsky, A.D. (2019). Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes. Organizational Behavior and Human Decision Processes, 152, 64-82
Number of pages: 20 Posted: 01 Jun 2005 Last Revised: 13 Jun 2019
University of Toronto - Rotman School of Management, Monash University - Department of Management, affiliation not provided to SSRN, Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads 1,103 (23,760)
Citation 2

Abstract:

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Negotiations, choice, multiple equivalent simultaneous offers

2.

Regulatory Focus and Interdependent Economic Decision-Making

Journal of Experimental Social Psychology, Forthcoming, Rotman School of Management Working Paper No. 2177557
Posted: 20 Nov 2012
Cornell University, Monash University - Department of Management and University of Toronto - Rotman School of Management

Abstract:

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regulatory focus, economic outcomes, relative value, absolute value, interdependence, social orientations