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Managing Identities Across the Negotiation Divide : The Effect of Intra-Group Trust Development Strategies in Inter-Group Negotiations
Dionisi, Angelia; Brodt, Susan - 2008
organizational groups, focusing on the development of trust among group members. More specifically this paper examines the effects of … two trust development strategies - social exchange versus "swift" trust - on inter-group interactions, particularly … negotiations in which newly assimilated group members negotiate against members of their previous organizational groups. The …
Persistent link: https://www.econbiz.de/10014213099
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Trust matters in negotiation
Druckman, Daniel; Harinck, Fieke - In: Group decision and negotiation 31 (2022) 6, pp. 1179-1202
Persistent link: https://www.econbiz.de/10013447781
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Sweet little lies : social context and the use of deception in negotiation
Olekalns, Mara; Kulik, Carol T.; Chew, Lin - In: Journal of business ethics : JOBE 120 (2014) 1, pp. 13-26
Persistent link: https://www.econbiz.de/10010355854
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Toward a syncretic relationa bridge in negotiation : seller's role in driving buyer's value proposition
Bhagat, Parimal; Byramjee, Framarz; Lhota, Kevin - In: Journal of international business and economics : JIBE 20 (2020) 2, pp. 71-77
Persistent link: https://www.econbiz.de/10013161511
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Trust building via negotiation : immediate versus lingering effects of general trust and negotiator satisfaction
Yao, Jingjing; Storme, Martin - In: Group decision and negotiation 30 (2021) 3, pp. 507-528
Persistent link: https://www.econbiz.de/10012544489
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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Social interaction and negotiation outcomes : an experimental approach
Brañas-Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; … - In: Journal of behavioral and experimental economics 102 (2023), pp. 1-18
Persistent link: https://www.econbiz.de/10014283872
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Source-oriented asymmetric information sharing in B2B negotiations : two sides of time pressure
Ahmad, Fayez - In: Industrial marketing management : the international … 117 (2024), pp. 114-130
Persistent link: https://www.econbiz.de/10014530205
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International business negotiation strategies based on bargaining power assessment : the case of attracting investments
Peleckis, Kęstutis - In: Journal of business economics and management 17 (2016) 6, pp. 882-900
Persistent link: https://www.econbiz.de/10011625912
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Negotiation lessons from former Wiseguy, Michael Franzese
Meyer, Christopher James; MacCormick, Blaine; Osler, Mark - In: Journal of management inquiry 28 (2019) 4, pp. 431-440
Persistent link: https://www.econbiz.de/10012129348