Historical Frames: How a Consideration of Past Successes and Failures Affects Strategic and Contractual Risk in Integrative Negotiations

Author

Elizabeth Layne PADDOCK, Singapore Management UniversityFollow
L. J. Kray
A. D. Galinsky

Publication Type

Conference Paper

Publication Date

2004

Discipline

Human Resources Management | Strategic Management Policy

Research Areas

Organisational Behaviour and Human Resources

Publication

Academy of Management Annual Meeting, New Orleans, 6-11 August 2004

City or Country

New Orleans, LA, USA

Citation

PADDOCK, Elizabeth Layne; Kray, L. J.; and Galinsky, A. D.. Historical Frames: How a Consideration of Past Successes and Failures Affects Strategic and Contractual Risk in Integrative Negotiations. (2004). Academy of Management Annual Meeting, New Orleans, 6-11 August 2004.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/1318