SOCIAL MOTIVES IN NEGOTIATION: THE RELATIONSHIPS BETWEEN DYAD COMPOSITION, NEGOTIATION PROCESSES AND OUTCOMES

Using a simulated employment negotiation, this experiment examined the relationship between dyad composition, negotiation strategies and levels of joint gain. Three dyad types were created on the basis of social value orientation, proself, prosocial and mixed. A log linear analysis showed that dyads...

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Veröffentlicht in:	The International journal of conflict management 2003-03, Vol.14 (3/4), p.233-254
Hauptverfasser:	Olekalns, Mara, Smith, Philip L
Format:	Artikel
Sprache:	eng
Schlagworte:	Conflict management Hypotheses Investigations Mathematical analysis Motivation Negotiations Processes Studies Value creation
Online-Zugang:	Volltext
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