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Relational Orientation of Negotiators : A Study of the Effects on Negotiation Outcomes in Dyadic Negotiations

De Pauw, Ann-Sophie - 2011

-Construal (RSC), and their relationship strength affects negotiation outcomes in dyadic negotiations. To measure this effect …

Persistent link: https://www.econbiz.de/10014194916

Dynamical Negotiation Networks : A Dynamical Model of Negotiation Process

Jochemczyk, Lukasz W.; Nowak, Andrzej - 2009

of negotiations. They are useful in predicting the negotiation outcome in a limited way, because the result of the … relationship between the dynamics of negotiation process and the outcome of the negotiations …

Persistent link: https://www.econbiz.de/10014203131

Managing Identities Across the Negotiation Divide : The Effect of Intra-Group Trust Development Strategies in Inter-Group Negotiations

Dionisi, Angelia; Brodt, Susan - 2008

negotiations in which newly assimilated group members negotiate against members of their previous organizational groups. The …

Persistent link: https://www.econbiz.de/10014213099

Aspirations in Negotiation

Schneider, Andrea Kupfer - 2008

goals, studies demonstrate that setting specific, optimistic and justifiable aspirations result in negotiations that … accomplish more of what the negotiator wants. The role of aspirations and their importance to successful negotiations should …

Persistent link: https://www.econbiz.de/10014213235

Reputations in Negotiation

Tinsley, Catherine H.; Cambria, Jack; Schneider, Andrea … - 2012

. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which …

Persistent link: https://www.econbiz.de/10014216332

Dependency and Deception in Ultimatum Bargaining

Koning, Lukas; Steinel, Wolfgang; van Beest, Ilja; van … - 2008

In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

Persistent link: https://www.econbiz.de/10014220740

Negotiating with Terrorists

Pruitt, Dean G. - 2007

Negotiation with non-ideological ethno-nationalist terrorists is more common and more successful than with other kinds of terrorists. Additional strategies for dealing with terrorists include combating, isolating, and mainstreaming. There are many arguments against negotiatng with terrorists,...

Persistent link: https://www.econbiz.de/10014222557

Negotiation via Email

Ebner, Noam - 2017

While certainly one of the most familiar modes for online communication, email is a constantly shifting entity. This chapter explores common pitfalls encountered in negotiating via email as well as advantages the medium offers, and offers best practices for negotiating through this communication...

Persistent link: https://www.econbiz.de/10014152211

Conflict, Conflict Management and Negotiations : A Mini Literature Review

Thwala, Phakamile - 2022

Personalities and group interests are central to conflict management and negotiations. Conflict arises out of different … management, and negotiations. The literature review affirms that conflict is unavoidable. A significant shift has been identified … modern theorists. There is a difference between conflict management and conflict resolution whilst negotiations are …

Persistent link: https://www.econbiz.de/10014237654

Using Metaphor in Mediation and Negotiation

Smith, Thomas H. - 2003

While metaphor has been of some interest to mediators and negotiators, little has been done to take advantage of the growing body of work in cognitive science known as conceptual metaphor theory. A cognitive approach to metaphor promises valuable insights into the nature of conflict and its...

Persistent link: https://www.econbiz.de/10014089811