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Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit

NegotiationNegotiation TheoryBehavioral Decision MakingLess ProfitCrisis NegotiationManagementBusinessMarket BehaviorInterorganizational NegotiationLow First OffersMarketingNervous NellyAutomated NegotiationBehavioral Economics