When, Where and How: The Use of Multidimensional Scaling Methods in the Study of Negotiation and Social Conflict

When, Where and How: The Use of Multidimensional Scaling Methods in the Study of Negotiation and... 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 http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Negotiation Brill

When, Where and How: The Use of Multidimensional Scaling Methods in the Study of Negotiation and Social Conflict

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Publisher
Brill
Copyright
© 2005 Koninklijke Brill NV, Leiden, The Netherlands
ISSN
1382-340X
eISSN
1571-8069
D.O.I.
10.1163/1571806054741056
Publisher site
See Article on Publisher Site

Abstract

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

Journal

International NegotiationBrill

Published: Jan 1, 2005

Keywords: MULTIDIMENSIONAL SCALING; MULTIVARIATE TECHNIQUES; STATISTICAL METHODS

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