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Article
Publication date: 1 March 2005

Terri R. Kurtzberg, Linda M. Dunn‐Jensen and Crystal L.Z. Matsibekker

Using a four‐person email negotiation on a fictitious house‐sale as the context, this study explores the effects of (1) familiarity and similarity manipulations on…

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Abstract

Using a four‐person email negotiation on a fictitious house‐sale as the context, this study explores the effects of (1) familiarity and similarity manipulations on agent‐agent relationships, and (2) the emotional attachments that novice agents and principals form and maintain over the course of a single negotiation. Results show that only agent‐agent pairs receiving both manipulations (similarity and familiarity) were uniquely more successful in achieving an agreement, and that positive feelings for novice agents begin aligned with the principal and end aligned with the other agent. This demonstrates that relationship‐building in the online environment may be easier for some partnerships than for others, and that the dual‐loyalty conflict facing agents seems to encourage one partnership being preferred to the other at any one point in time. Implications for theory and for email negotiations are discussed.

Details

International Journal of Conflict Management, vol. 16 no. 3
Type: Research Article
ISSN: 1044-4068

Keywords

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Book part
Publication date: 21 July 2017

Abstract

Details

Advances in Global Leadership
Type: Book
ISBN: 978-1-78714-698-3

Book part
Publication date: 21 July 2017

Joyce S. Osland, Linda M. Dunn-Jensen, Kyoung-Ah Nam and Pamela Wells

San Jose State University’s (SJSU’s) Global Leadership Advancement Center (GLAC) was established in 2007 in response to a reported scarcity of global leaders in all…

Abstract

San Jose State University’s (SJSU’s) Global Leadership Advancement Center (GLAC) was established in 2007 in response to a reported scarcity of global leaders in all sectors. Its mission is to advance, foster, and disseminate knowledge on global leadership and its development. The center created various programs in three focal areas: Knowledge Creation and Dissemination, Development and Training, and the Social Innovation Initiative. We briefly explain the assessment center, the GLLab (Global Leadership Laboratory), used to varying degrees in all development programs and courses. This chapter describes in detail three of GLAC’s innovative global leadership efforts and their theoretical foundations – an undergraduate global leadership course, the GLLab Exchange Program, and the Global Leadership Passport Program. All GLAC programs are based on research and best practices, which are referenced.

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