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Purpose – This paper aims to describe a study of the negotiation process, focusing on the use of seven competitive‐unethical tactics in dyadic negotiations. The initial use of these tactics and their effects on process and outcomes are examined. Design/methodology/approach – In total, 230...
Purpose – The purpose of this paper is to build theory and present a model of the development of conflicts in teams. Design/methodology/approach – The paper develops a conceptual model based on past theory and research. Findings – The model brings a multi‐level perspective to the process of...
Purpose – What is the discipline's current grasp of cognitive biases in negotiation processes? What lessons can be drawn from this body of literature? The purpose of this paper is to review and discuss the limited research on cognitive biases in the context of negotiations....
Purpose – The purpose of this paper is to present the state‐of‐the‐art in empirical research on constructive controversy in the context of business organizations and to outline strategic implications both for research and practical application. Design/methodology/approach – Literature search on...
Purpose – This paper aims to explore the relationships between self‐construals, religious identification, and conflict styles in India. Design/methodology/approach – Data were gathered in India ( n =1,108) among Hindus ( n =744) and Muslims ( n =364) in various organizations throughout India....
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