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dc.contributor.authorVan Poucke, Dirk
dc.contributor.authorBuelens, Marc
dc.date.accessioned2017-12-02T14:10:20Z
dc.date.available2017-12-02T14:10:20Z
dc.date.issued2001
dc.identifier.urihttp://hdl.handle.net/20.500.12127/569
dc.language.isoen
dc.publisherVlerick Business School
dc.subjectDecision Making
dc.titlePredicting the negotiated outcome: the role of structural reference points and negotiator's' offer zone
refterms.dateFOA2019-10-14T12:44:42Z
dc.source.issue4
dc.source.numberofpages27
vlerick.knowledgedomainPeople Management & Leadership
vlerick.supervisor
vlerick.typecommWorking paper
vlerick.vlerickdepartmentP&O
dc.identifier.vperid35841
dc.identifier.vperid35917
dc.identifier.vpubid598


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