Goal setting and negotiation performance: A meta-analysis
Zetik and Stuhlmacher, Group Processes and Intergroup Relations 5(1), 2002, 35-52. Meta-analysis of 22 research reports. Negotiators with specific, challenging goals earned higher profits than those with suboptimal goals or none; stronger in face-to-face negotiation and with performance rewards.
Zetik and Stuhlmacher, Group Processes and Intergroup Relations 5(1), 2002, 35-52. Meta-analysis of 22 research reports. Negotiators with specific, challenging goals earned higher profits than those with suboptimal goals or none; stronger in face-to-face negotiation and with performance rewards.
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Zetik, D. C., & Stuhlmacher, A. F. (2002). Goal setting and negotiation performance: A meta-analysis. Group Processes & Intergroup Relations, 5(1), 35-52. doi:10.1177/1368430202005001537 https://doi.org/10.1177/1368430202005001537