International Negotiation 10: 79–96, 2005. © 2005 Koninklijke Brill NV. Printed in the Netherlands . 79 * Robin L. Pinkley is the Director of the American Airlines Center for Labor Relations and Conflict Resolution and Associate Professor of Strategy and Entrepreneurship at South- ern Methodist University. She holds a Ph.D. in social psychology from the University of North Carolina at Chapel Hill. Her recent work focuses on sources of negotiator power, the use of strategic anchors and accounts, and implications of a “gain-gain” approach to profitable negotiation. ** Michele Gelfand is an Associate Professor of Organizational Psychology at the University of Maryland. She received her degree in Social/Organizational Psychology from the University of Illinois. Dr. Gelfand is currently working on projects related to cultural tightness- looseness, culture and group negotiation, culture and justice and revenge, relationality in nego- tiation, and implicit discrimination. *** Lili Duan, M.A., is a doctoral candidate in Organizational Psychology at the University of Maryland. Her research interests include social networks, cross-cultural psychology, and psy- chometrics/statistics. When, Where and How: The Use of Multidimensional Scaling Methods in the Study of Negotiation and Social Conflict ROBIN L. PINKLEY* Director of the American Airlines Center for Labor
International Negotiation – Brill
Published: Jan 1, 2005
Keywords: MULTIDIMENSIONAL SCALING; MULTIVARIATE TECHNIQUES; STATISTICAL METHODS
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