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The impact of negotiators’ motivation on the use of decision support tools in preparation for negotiations
Roszkowska, Ewa; Kersten, Gregory E.; Wachowicz, Tomasz - In: International transactions in operational research : a … 30 (2023) 3, pp. 1427-1452
Persistent link: https://www.econbiz.de/10013473134
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A pawn in someone else's game? : the cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation
Kennedy, Jessica A.; Kray, Laura J. - In: Research in organizational behavior : an annual series … 35 (2015), pp. 3-28
Persistent link: https://www.econbiz.de/10011429149
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Motive : the negotiator's raison d'ĕtre
Carnevale, Peter J.; Dreu, Carsten K. W. de - In: Negotiation theory and research, (pp. 55-76). 2014
Persistent link: https://www.econbiz.de/10010416903
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Challenge and threat responses to anger communication in coalition formation
Beest, Ilja van; Scheepers, Daan - In: Journal of economic psychology : research in economic … 38 (2013), pp. 50-57
Persistent link: https://www.econbiz.de/10010234274
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Gamification of Electronic Negotiation Training
Schmid, Andreas - 2022
Negotiation Training -- Gamifying Electronic Negotiation Training – A Mixed Method Study of Students’ Motivation, Engagement and … Electronic Negotiation Training -- Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning …Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are …
Persistent link: https://www.econbiz.de/10013284776
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Gamification of electronic negotiation training : effects on motivation, behaviour and learning
Schmid, Andreas; Schoop, Mareike - In: Group decision and negotiation 31 (2022) 3, pp. 649-681
Persistent link: https://www.econbiz.de/10013263560
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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
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Fairness Motivation in Bargaining
Birkeland, Sigbjørn - 2011
fairness principles in bargaining. This model is used to analyse the influence of fairness motivation on the possibility of … motivation on the bargaining outcome. A fairness motivated individual reaches an outcome that is closer to his fairness principle …
Persistent link: https://www.econbiz.de/10014177348
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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
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Politically Motivated Corporate Decisions As Tournament Participation/Inclusion Games
Feldman, David - 2020
We introduce political tournaments “participation/inclusion” games. Dominant strategies determine whether players choose to compete by enhancing economic performance. Unique Nash equilibria competitors win (only) inclusion as promotion candidates. We find empirical justification for such...
Persistent link: https://www.econbiz.de/10012855692