Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself in the opponent's shoes helps to walk towards agreements.
Trötschel Roman, Hüffmeier, Joachim, Loschelder David, Schwartz Katja, Gollwitzer Peter
Research article (journal) | Peer reviewedDetails about the publication
Journal: Journal of Personality and Social Psychology
Volume: 101
Page range: 771-790
Status: Published
Release year: 2011
Language in which the publication is written: English
Authors from the University of Münster
| Hüffmeier, Joachim | Professorship for Organizational & Business Psychology (Prof. Hertel) |