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Olin Business School Research Finds Home Field Advantage in Negotiations
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Veröffentlicht von
1888PressRelease
Olin Business School Research Finds Home Field Advantage in Negotiations
(1888PressRelease) Organizational behavior professor discusses findings of study on
negotiations.
St.
Louis, MO-IL (1888PressRelease) - Planning to negotiate a...
[Mehr]
Olin Business School Research Finds Home Field Advantage in Negotiations
(1888PressRelease) Organizational behavior professor discusses findings of study on
negotiations.
St.
Louis, MO-IL (1888PressRelease) - Planning to negotiate a raise? Try not to discuss it with the
boss in his or her office, suggests a new study by an organizational behavior expert at Washington
University in St.
Louis.
"Parties who negotiate on their home field can be expected to claim between 60 percent and 160
percent more value than the visiting party," says Markus Baer, PhD, assistant professor of
organizational behavior at Olin Business School.
Baer s latest study, "Location in Negotiation: Is There a Home Field Advantage?" is among the
first to empirically demonstrate that there is indeed a home-field advantage in negotiation.
It
appears in the March edition of the journal Organizational Behavior and Human Decision
Processes.
Baer and his research partner, Graham Brown, PhD, of the University of Brit
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