TY  - JOUR
AB  - Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects on cooperative negotiation, an area that has received little academic attention. In doing so, insight is provided on an area that marketing researchers say needs attention now. We conduct a study where subjects take the role of a salesperson. They make offers, or respond to buyers’ offers, to negotiate. Subjects indicate what offers they would make, or what counteroffers they would respond with. Results support the notion that individual differences in intrinsic motivation (operationalized as autonomy causality orientation) affect the use of cooperative offers, but do not affect counteroffers, due possibly to reciprocation.
VL  - 15
IS  - 7
SN  - 0885-8624
DO  - 10.1108/08858620010351535
UR  - https://doi.org/10.1108/08858620010351535
AU  - Bolman Pullins Ellen
AU  - Haugtvedt Curtis P.
AU  - Dickson Peter R.
AU  - Fine Leslie M.
AU  - Lewicki Roy J.
PY  - 2000
Y1  - 2000/01/01
TI  - Individual differences in intrinsic motivation and the use of cooperative negotiation tactics
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 466
EP  - 478
Y2  - 2024/05/08
ER  -