Table of contents
A PARTIAL ORDER SCALOGRAM ANALYSIS OF COMMUNICATION BEHAVIOR IN CRISIS NEGOTIATION WITH THE PREDICTION OF OUTCOME
Paul J. TaylorThis paper examines whether patterns in communication behavior over time can predict the outcome of crisis negotiations. A sample of 189 interaction episodes was transcribed from…
DEALING WITH FEELING: THE INFLUENCE OF OUTCOME REPRESENTATIONS ON NEGOTIATION
Donald E. Conlon, Courtney Shelton HuntThe present study extends recently‐acquired knowledge about the affective aspects of negotiations by examining the effects of defining negotiation outcomes in affective terms…
SOCIAL VALUE ORIENTATION AND IMPRESSION FORMATION: A TEST OF TWO COMPETING HYPOTHESES ABOUT INFORMATION SEARCH IN NEGOTIATION
Gerben A. Van Kleef, Carsten K.W. De DreuTwo experiments investigated negotiators' information search strategies as a function of other's personality (cooperative vs. competitive vs. unknown) and own social value…
GENDER ROLE, ORGANIZATIONAL STATUS, AND CONFLICT MANAGEMENT STYLES
Neil Brewer, Patricia Mitchell, Nathan WeberThis study examined the relationship among biological sex, gender role, organizational status, and conflict management behavior of males and females in three similar…
Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post‐Cold War Conflicts
Michael Watkins, Susan RosegrantMuch of the negotiation literature involves two parties that are each assumed to behave in a unitary manner, although a growing body of knowledge considers more complex…
ISSN:
1044-4068Online date, start – end:
1990Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Dr Richard Posthuma