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Test of a three-way relationship between negotiators' motivational orientations, strategy choices and outcomes

Olekalns, Mara (contributor); Smith, Philip L. (contributor) - 2001 - [Elektronische Ressource]

Persistent link: https://www.econbiz.de/10001598389

A satisfied mind : motivational orientation, feedback and the subjective value of negotiation outcomes

Olekalns, Mara; Smith, Philip L. - In: Group decision and negotiation 27 (2018) 2, pp. 179-196

Persistent link: https://www.econbiz.de/10011817391

Conflicting Social Motives in Negotiating Groups

Weingart, Laurie R.; Brett, Jeanne M.; Olekalns, Mara - 2010

Negotiating groups composed of 4 members with different social motives were examined to determine the impact of social motive composition on negotiation behavior. Theories of negotiation, experimental games, and group altruism were used to develop hypotheses regarding how social motive...

Persistent link: https://www.econbiz.de/10014112609