as well as to integrate salesperson’s creation of value and claiming of value (Pruitt and Rubin1986). According to dual-concern theory, negotiation behavior and outcomes depend on the extent to which negotiators focus on their own interest (self-concern) and...
As the rollout for UC continues, it is important to understand how changes in eligibility for UC may impact on those who need help with applying for UC. Ensuring that the advice process and application process is responsive to a range of people with different needs can help to reduce the li...