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This paper investigates the information dilemma in negotiations if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached but the shared information may be used strategically by the other negotiator, to the revealers' disadvantage. We...
Research into the antecedents of TMT conflict has become increasingly popular in light of the effects that conflict can have on strategic decision making and organizational performance. Of course, such performance becomes a part of the contextual backdrop against which future decisions are made....
The purpose of the present studies was to derive an integrative taxonomy of responses to social conflict. In Study 1, we had collegeage participants sort 33 responses to conflict, taken from various research domains, according to their similarities. From this, we generated two different...
This experiment examined the effects of motivational orientation prosocial versus egoistic on interpersonal trust, negotiation behavior, amount of impasses, and joint outcomes in threeperson negotiations. Students participated in a joint venture negotiation, in which motivational orientation was...
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