Publications
Publications
  • October 1992
  • Article
  • Organizational Behavior and Human Decision Processes

The Effect of Agents and Mediators on Negotiation Outcomes

By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim
  • Format:Print
  • | Pages:19
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Keywords

Negotiation; Outcome or Result

Citation

Bazerman, M. H., M. A. Neale, K. L. McGinn, E. J. Zajac, and Y. M. Kim. "The Effect of Agents and Mediators on Negotiation Outcomes." Organizational Behavior and Human Decision Processes 53, no. 1 (October 1992): 55–73. (Reprinted in T. Connolly, H.R. Arkes and K.R. Hammond (Eds.), Judgement and Decision Making: An Interdisciplinary Reader, Cambridge University Press, 2nd edition, 1996, 3rd edition, 2000.)

About The Authors

Max H. Bazerman

Negotiation, Organizations & Markets
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Kathleen L. McGinn

Negotiation, Organizations & Markets
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