Table of contents
THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL
J. Keith Murnighan, Linda Babcock, Leigh Thompson, Madan PillutlaThis paper investigates the information dilemma in negotiations: if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached…
1584
THE EFFECTS OF PAST PERFORMANCE ON TOP MANAGEMENT TEAM CONFLICT IN STRATEGIC DECISION MAKING
Allen C. Amason, Ann C. MooneyResearch into the antecedents of TMT conflict has become increasingly popular in light of the effects that conflict can have on strategic decision making and organizational…
2098
THE COGNITIVE REPRESENTATION OF RESPONSES TO SOCIAL CONFLICT: THE DEVELOPMENT OF AN INTEGRATIVE TAXONOMY
Jonathan A. Rhoades, Josh A. ArnoldThe purpose of the present studies was to derive an integrative taxonomy of responses to social conflict. In Study 1, we had college‐age participants sort 33 responses to…
109
NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS
Bianca Beersma, Carsten K.W. De DreuThis experiment examined the effects of motivational orientation (prosocial versus egoistic) on interpersonal trust, negotiation behavior, amount of impasses, and joint outcomes…
1125
ISSN:
1044-4068e-ISSN:
1758-8545ISSN-L:
1044-4068Online date, start – end:
1990Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Dr Richard Posthuma