An Interactive Approach of Power in Negotiation: The Impact of Power Differential and Cognitive Differentiation on Negotiation Strategies and Outcomes

Maud Dampérat () and Christian Guicherd
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Maud Dampérat: HEC Montréal - HEC Montréal
Christian Guicherd: Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique

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Date: 2006-09-07
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Published in 22th Industrial Marketing & Purchasing Group Conference, IMP Group, Sep 2006, Milan (Italie), Italy

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