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Keywords: ABC information
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Journal Articles
Journal:
The Accounting Review
The Accounting Review (2022) 97 (6): 149–171.
Published: 01 October 2022
... outcomes in interfirm negotiations ( Drake and Haka 2008 ; Masschelein et al. 2012 ; Chang et al. 2013 ). Prior studies show that while providing ABC information improves negotiators' ability to collaboratively find ways to increase joint outcomes, negotiators often fail to do so because they see...
