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Group Member Prototypicality and Intergroup Negotiation : How One's Standing in the Group Affects Negotiation Behavior

van Kleef, Gerben A.; Steinel, Wolfgang; Knippenberg, … - 2004

How does a representative's position in the group influence behavior in intergroup negotiation? Applying insights from social identity theory, the effects of group member prototypicality, process accountability, and group attractiveness on competitiveness in intergroup bargaining were...

Persistent link: https://www.econbiz.de/10014068936

Bounded benefits of representative cooperativeness in intergroup negotiations

Saygı, Özüm; Greer, Lindred L.; Kleef, Gerben A. van; … - In: Group decision and negotiation 24 (2015) 6, pp. 993-1014

Persistent link: https://www.econbiz.de/10011383404

Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands

Tuncel, Ece; Kong, Dejun; McLean Parks, Judi; Kleef, … - In: Organizational behavior and human decision processes : … 161 (2020), pp. 255-273

Persistent link: https://www.econbiz.de/10012428955

Interest (mis)alignments in representative negotiations : do pro-social agents fuel or reduce inter-group conflict?

Aaldering, Hillie; Greer, Lindred L.; Kleef, Gerben A. Van - In: Organizational behavior and human decision processes : … 120 (2013) 2, pp. 240-250

Persistent link: https://www.econbiz.de/10009724610