Interdependence, social motives, and outcome satisfaction in multiparty negotiation

Interdependence in negotiation: effects

Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation

✍ Ellen Giebels; Carsten K.W. De Dreu; Evert Van De Vliert 📂 Article 📅 2000 🏛 John Wiley and Sons 🌐 English ⚖ 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