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Calling the shots in negotiations : the effects of self-efficacy, cognitive style, goal orientation, information about past performance, and opponents' behavior on negotiators' risk taking
(University of Missouri--Columbia, 2009)
Risk taking is a central element in negotiations. Currently, a significant amount of information exists as to different negotiators' techniques, behaviors, and styles. However, very little is known about their risk taking ...
Entrepreneur negotiation schema
(University of Missouri--Columbia, 2012)
The purpose of this dissertation is to discover how entrepreneurs think about negotiation. Examining cognition has increased our understanding of many entrepreneurship phenomena. However, much research to date focuses on ...