Table of contents
THE IMPACT OF TIME PRESSURE IN NEGOTIATION: A META‐ANALYSIS
Alice F. Stuhlmacher, Treena L. Gillespie, Matthew V. ChampagneIn negotiation, pressures to reach an agreement are assumed to influence both the processes and the outcomes of the discussions. This paper metaanalytically combined different…
2487
THE IMPACT OF ADDING AN EXTERNAL RATER ON INTERDEPARTMENTAL COOPERATIVE BEHAVIORS OF WORKERS
Chanhoo Song, Steven M. Sommer, Alan E. HartmanPrior research has illustrated the benefits of cooperation across groups. This study sought to identify methods to induce cooperation across groups. Three laboratory studies…
123
THE INTERPRETATION OF COERCIVE COMMUNICATION: THE EFFECTS OF MODE OF INFLUENCE, POWERFUL SPEECH, AND SPEAKER AUTHORITY
Michael E. Roloff, Gaylen D. Paulson, Jennifer VollbrechtSocial systems devise rules for member conduct and often specify punitive action for nonconformity. However, confronting and signaling the intent to punish a rule violator may be…
531
30,000 ROOMS WITH A VIEW
Tony Simons, David L. CorsunThe World of Concrete trade show organizers negotiate a block of approximately 30,000 rooms with a different location each year. The case was developed through interviews with the…
132
ISSN:
1044-4068e-ISSN:
1758-8545ISSN-L:
1044-4068Online date, start – end:
1990Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Dr Richard Posthuma