Aletha Claussen-Schulz

affiliation not provided to SSRN

SCHOLARLY PAPERS

2

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Scholarly Papers (2)

1.

Choice and Achievement at the Bargaining Table: The Distributive, Integrative, and Interpersonal Advantages of Making Multiple Equivalent Simultaneous Offers

IACM 18th Annual Conference
Number of pages: 30 Posted: 01 Jun 2005
Northwestern University - Kellogg School of Management, University of Toronto, Columbia Business School - Management and affiliation not provided to SSRN
Downloads 703 (21,384)

Abstract:

Negotiations, choice, multiple equivalent simultaneous offers

2.

As Good as Your Word: The Effect of Expressed Commitment and First Offers on Outcomes in a Negotiation Simulation

16th Annual IACM Conference Melbourne, Australia
Number of pages: 10 Posted: 07 Jun 2003
Aletha Claussen-Schulz
affiliation not provided to SSRN
Downloads 264 (84,195)

Abstract:

Negotiation, First Offers, Commitment