Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.
Marco Warsitzka,
Hong Zhang,
Bianca Beersma
et al.
Abstract:The present research investigates how the number of issues affects the quality of outcomes in terms of joint gains and impasse rates in integrative negotiations. In the literature, two opposing positions exist reflecting a complexity dilemma regarding the number of negotiation issues: One position suggests that complex negotiations involving higher numbers of issues offer more trade-off opportunities, thereby providing negotiators with greater structural flexibility in reaching mutually beneficial agreements, … Show more
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