International Journal of Conflict Management: Volume 10 Issue 4

THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL

J. Keith Murnighan, Linda Babcock, Leigh Thompson, Madan Pillutla

This paper investigates the information dilemma in negotiations: if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached…

THE EFFECTS OF PAST PERFORMANCE ON TOP MANAGEMENT TEAM CONFLICT IN STRATEGIC DECISION MAKING

Allen C. Amason, Ann C. Mooney

Research into the antecedents of TMT conflict has become increasingly popular in light of the effects that conflict can have on strategic decision making and organizational…

THE COGNITIVE REPRESENTATION OF RESPONSES TO SOCIAL CONFLICT: THE DEVELOPMENT OF AN INTEGRATIVE TAXONOMY

Jonathan A. Rhoades, Josh A. Arnold

The purpose of the present studies was to derive an integrative taxonomy of responses to social conflict. In Study 1, we had college‐age participants sort 33 responses to…

NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS

Bianca Beersma, Carsten K.W. De Dreu

This experiment examined the effects of motivational orientation (prosocial versus egoistic) on interpersonal trust, negotiation behavior, amount of impasses, and joint outcomes…