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Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive

โœ Scribed by Bianca Beersma; Carsten K.W De Dreu


Book ID
112262575
Publisher
Elsevier Science
Year
2002
Tongue
English
Weight
320 KB
Volume
87
Category
Article
ISSN
0749-5978

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โœ Ellen Giebels; Carsten K.W. De Dreu; Evert Van De Vliert ๐Ÿ“‚ Article ๐Ÿ“… 2000 ๐Ÿ› John Wiley and Sons ๐ŸŒ English โš– 170 KB

This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face-to-face negotiatio