Table of contents
CONCEPTUALIZING THE CONSTRUCT OF INTERPERSONAL CONFLICT
Henri Barki, Jon HartwickThe lack of a clear conceptualization and operationalization of the construct of interpersonal conflict makes it difficult to compare the results of different studies and hinders…
7114
THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION
Ingrid Smithey Fulmer, Bruce BarryWhat does it mean to be a “smart” negotiator? Few scholars have paid much attention to this question, a puzzling omission given copious research suggesting that cognitive ability…
6793
THE DYNAMICS OF SALARY NEGOTIATIONS: EFFECTS ON APPLICANTS' JUSTICE PERCEPTIONS AND RECRUITMENT DECISIONS
Christopher O.L.H. Porter, Donald E. Cordon, Alison E. BarberOne aspect of attracting new employees that has historically been ignored by recruitment researchers is salary negotiations. In this study, we used a hypothetical scenario design…
1585
INSTITUTIONAL DYNAMICS AND THE NEGOTIATION PROCESS: COMPARING INDIA AND CHINA
Rajesh Kumar, Verner WormThis paper develops the argument for analyzing negotiations from an institutional perspective. A major theme of the argument being advanced in this paper is that the institutional…
4929
ISSN:
1044-4068e-ISSN:
1758-8545ISSN-L:
1044-4068Online date, start – end:
1990Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Dr Richard Posthuma