Browsing Graduate School - Theses and Dissertations (MU) by Title "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"
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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 ...