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    Visual abstract for "The impact of concession patterns on negotiations: When and why decreasing concessions lead to a distributive disadvantage" by Michael SCHAERER (8645940)

    Published 2023
    “…</p> <p> </p> <p>We propose that making a series of decreasing concessions (e.g., $1,500–1,210–1,180–1,170) signals that negotiators are reaching their limit and that this results in a negotiation disadvantage for offer recipients. …”
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