Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes
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...It has been proposed that negotiators are likely to focus either on their aspiration goal or on their reservation goal at any given time, and not on the two goals simultaneously (Neale & Fragale, 2006)....
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...Our capacity for controlled processes is limited (Shiffrin & Schneider, 1977) and as negotiations have a rather complex nature, negotiators are unlikely to have enough available capacity to be able to focus on aspirations and reservations at the same time (Neale & Fragale, 2006)....
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...The negotiator ponders different outcome goals: the aspiration outcome, i.e. the ideal outcome the negotiator aspires to achieve, and the reservation outcome, i.e. the minimum outcome the negotiator is willing to accept (Neale & Fragale, 2006)....
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