Social Motives in Integrative Negotiation: The Mediating Influence of Procedural Fairness
โ Scribed by Bianca Beersma; Carsten K.W. De Dreu
- Book ID
- 111555325
- Publisher
- Springer
- Year
- 2003
- Tongue
- English
- Weight
- 84 KB
- Volume
- 16
- Category
- Article
- ISSN
- 0885-7466
No coin nor oath required. For personal study only.
๐ SIMILAR VOLUMES
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
## Abstract This paper explores how the social relationships employees have with peers and managers are associated with perceptions of organizational justice. These relationships are theoretically modelled as the conduits for social comparison, social cues, and social identification, which are sour