Ricky S. Wong. The Hidden Costs of the Door-in-the-Face Tactic in Negotiations. In Bogumil Kaminski, Gregory E. Kersten, Tomasz Szapiro, editors, Outlooks and Insights on Group Decision and Negotiation - 15th International Conference, GDN 2015, Warsaw, Poland, June 22-26, 2015, Proceedings. Volume 218 of Lecture Notes in Business Information Processing, pages 61-74, Springer, 2015. [doi]
Abstract is missing.