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S. Moran

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Review Open access Aug 2026

When and why are negotiators overly pessimistic? The psychology of under-trust innegotiation.

Research on negotiation has devoted considerable attention to the risks of misplaced trust, particularly the possibility that negotiators may be exploited by deceptive counterparts. Less attention has been given to the opposite form of trust miscalibration: under-trust, and particularly, unwarranted pessimism regarding...

Shira Garber, Yoella Bereby-Meyer, S. Moran · 0 citations

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