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Search Results for Author 'Whyte, Glen R.':
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How to Use Disbelief and Strategic ‘Flinches’ in Negotiations
Idea posted: July 2014
Institutions: University of Toronto Rotman School of Management
Authors:
A flinch is defined as any show of shock, disgust or disbelief in response to a first offer. Do flinches work for negotiators, or are they counterproductive, and end up…
READ MORE PIN TO MY IDEAS Idea #421
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