Promoting integrative bargaining: mental contrasting with implementation intentions

Volume: 24, Issue: 2, Pages: 148 - 165
Published: Apr 19, 2013
Abstract
Purpose The present experiment aimed to test the impact of a self‐regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an integrative bargaining task. Design/methodology/approach Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in MCII, or one or the other of its two component strategies: to contrast...
Paper Details
Title
Promoting integrative bargaining: mental contrasting with implementation intentions
Published Date
Apr 19, 2013
Volume
24
Issue
2
Pages
148 - 165
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