International Journal of Conflict Management: Volume 3 Issue 2

DIMENSIONS OF CONFLICT FRAME: RELATION TO DISPUTANT PERCEPTIONS AND EXPECTATIONS

Robin L. Pinkley

This study was an initial exploratory test of the relationship between disputants' interpretation of an ongoing conflict (i.e., dimensions of conflict frame), their conflict…

THE INFLUENCE OF OWN COGNITIVE AND OTHER'S COMMUNICATED GAIN OR LOSS FRAME ON NEGOTIATION BEHAVIOR

Carsten K.W. de Dreu, Ben J.M. Emans, Evert van de Vliert

Research has shown that negotiators are more cooperative when they code their prospective outcomes as gains (gain frame) instead of as losses (loss frame). Supplementing this…

EFFECTS OF ARBITRATION CONDITION AND RISK‐TAKING PROPENSITY UPON BARGAINING BEHAVIOR

William J. Bigoness, Philip B. DuBose

This study investigated the effects of arbitration condition and risk‐taking propensity upon bargaining behavior. Negotiators anticipating final‐offer arbitration settled more…

MANAGERIAL DECISION MAKING IN JAPAN, THE U.S., AND HONG KONG

Richard A. Cosier, Charles R. Schwenk, Dan R. Dalton

Although there has been a good deal of prior research on differences between Asian (i.e., Japan, Singapore, Hong Kong, Taiwan, South Korea) and American business practices, few…