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This study was an initial exploratory test of the relationship between disputants' interpretation of an ongoing conflict i.e., dimensions of conflict frame, their conflict management objectives, expectations regarding settlement, and features of the dispute context. Fifty undergraduate students...
Research has shown that negotiators are more cooperative when they code their prospective outcomes as gains gain frame instead of as losses loss frame. Supplementing this prior research that focused exclusively on the effects of negotiator's own frame on his or her own behavior, we argue that...
This study investigated the effects of arbitration condition and risktaking propensity upon bargaining behavior. Negotiators anticipating finaloffer arbitration settled more contracts, resolved more contract issues, and conceded more than did negotiators anticipating conventional arbitration....
Although there has been a good deal of prior research on differences between Asian i.e., Japan, Singapore, Hong Kong, Taiwan, South Korea and American business practices, few studies have dealt with comparisons of approaches to decision making in the various cultures. This paper addresses how...
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