Glen Whyte

University of Toronto - Rotman School of Management

105 St. George Street

Toronto, Ontario M5S 3E6 M5S1S4

Canada

  • University of Toronto - Rotman School of Management

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    • Tel: 416-978-4369
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Scholarly Papers (2)

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1.

Best Foot Forward or Waiting Game: First Mover Effects in a Distributive Negotiation

Number of pages: 22 Posted: 29 Mar 2002
John M. Oesch and Glen Whyte
University of Toronto - Rotman School of Management and University of Toronto - Rotman School of Management
Downloads 710 (70,767)

Abstract:

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First offers, distributive bargaining

2.

Strategic Demurral in Integrative Negotiations: The Mediating Role of Contentious Behaviors and Anger

IACM 18th Annual Conference
Number of pages: 30 Posted: 24 May 2005
Neil E. Fassina and Glen Whyte
University of Toronto - Rotman School of Management and University of Toronto - Rotman School of Management
Downloads 126 (426,902)
Citation 1

Abstract:

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Negotiation, demurral, first offer