Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent's shoes helps to walk toward agreements.
Trötschel, Roman, Hüffmeier, Joachim, Loschelder, David D., Schwartz, Katja, Gollwitzer, Peter M.Volume:
101
Année:
2011
Langue:
english
Journal:
Journal of Personality and Social Psychology
DOI:
10.1037/a0023801
Fichier:
PDF, 16.43 MB
english, 2011