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A behavioral theory of labor negotiations : an analysis of a social interaction system
Walton, Richard E.; McKersie, Robert B. - 1965
Persistent link: https://www.econbiz.de/10000057643
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When Negotiations Become Routine
Smolinski, Remigiusz - 2006
The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations … respectively. We introduce the concept of a critical skill set and argue that in repeated negotiations, it can be reduced to the …
Persistent link: https://www.econbiz.de/10012734551
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Constituency norms facilitate unethical negotiation behavior through moral disengagement
Aaldering, Hillie; Zerres, Alfred; Steinel, Wolfgang - In: Group decision and negotiation 29 (2020) 5, pp. 969-991
Persistent link: https://www.econbiz.de/10012291100
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Effects of implicit negotiation beliefs and moral disengagement on negotiator attitudes and deceptive behavior
Tasa, Kevin; Bell, Chris M. - In: Journal of business ethics : JOBE 142 (2017) 1, pp. 169-183
Persistent link: https://www.econbiz.de/10011711665
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Psychological Foundations of the Behavioral Theory of Negotiation
Bottom, William P.; Mislin, Alexandra; Boumgarden, Peter A - 2008
Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of...
Persistent link: https://www.econbiz.de/10014219428
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Conflict resolution: Contributions of the behavioral sciences
Smith, Clagett Gordon (ed.) - 1971
Persistent link: https://www.econbiz.de/10000580366
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Influence of self-esteem on ethical behaviours and corporate responsibility values : the mediating role of power-distance
Suar, Damodar; Gochhayat, Jyotiranjan; Suar, Jyotirmaya - In: Global business review 17 (2016) 6, pp. 1401-1411
Persistent link: https://www.econbiz.de/10011665184
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Cooling-off in negotiations : does it work?
Oechssler, Joerg (contributor); Roider, Andreas (contributor) - 2008
Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale internet experiment, we …
Persistent link: https://www.econbiz.de/10003747328
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Human behavior in business
Russell, George Hugh; Black, Kenneth - 1972
Persistent link: https://www.econbiz.de/10000556411
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Effective management and the behavioral sciences
Dowling, William (ed.) - 1978
Persistent link: https://www.econbiz.de/10000623067