Yesterday, as online first, the latest paper was published in the ITOR (International Transactions in Operational Research) journal, written by the research team of late Gregory Kersten, Tomasz Wachowicz, and Ewa Roszkowska. It continues the series of studies devoted to behavioral issues in negotiations. In this paper, we analyze how the motivational mix determines the negotiators' accuracy in the prenegotiation preparation, in particular, in building the scoring systems that reflect their preferences well.
The paper is accessible through a shareable link: https://onlinelibrary.wiley.com/doi/epdf/10.1111/itor.12995
