Works matching Distributive negotiation
Results: 94
Sandbagging: distributive or integrative negotiation technique?
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- Annals of the Al. I. Cuza University, Psychology Series, 2011, v. 20, n. 2, p. 55
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- Article
Modeling Distributive and Integrative Negotiations. Review and Revised Characterization.
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- Group Decision & Negotiation, 2001, v. 10, n. 6, p. 493, doi. 10.1023/A:1012256222803
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- Article
Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations.
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- Journal of Management, 2014, v. 40, n. 3, p. 866, doi. 10.1177/0149206311423788
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Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations.
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- Group Decision & Negotiation, 2003, v. 12, n. 6, p. 537, doi. 10.1023/B:GRUP.0000004334.14310.90
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- Article
Habilidad política y estrategias de negociación integrativa y distributiva como factores influyentes en la autoeficacia emprendedora en México.
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- Management Letters / Cuadernos de Gestión, 2019, v. 19, n. 2, p. 113, doi. 10.5295/cdg.180943jl
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- Article
Mutual Gains and Distributive Ideologies in South Africa: Theorizing Negotiations between Communities and Protected Areas.
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- Human Ecology: An Interdisciplinary Journal, 2007, v. 35, n. 1, p. 81, doi. 10.1007/s10745-006-9071-8
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Dimensions intégratives et distributives de la négociation entre producteurs et distributeurs.
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- Revue des Sciences de Gestion, 2009, n. 237/238, p. 105, doi. 10.1051/larsg/2009014
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- Article
‘ Ren Qing’ versus the ‘Big Five’: The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations.
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- Management & Organization Review, 2005, v. 1, n. 2, p. 225, doi. 10.1111/j.1740-8784.2005.00010.x
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- Article
Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM).
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- Social Sciences (2076-0760), 2017, v. 6, n. 4, p. 115, doi. 10.3390/socsci6040115
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- Article
Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies.
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- Group Decision & Negotiation, 2022, v. 31, n. 1, p. 111, doi. 10.1007/s10726-021-09759-6
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- Article
How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation.
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- Group Decision & Negotiation, 2021, v. 30, n. 1, p. 143, doi. 10.1007/s10726-020-09710-1
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Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy.
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- Journal of Management & Organization, 2021, v. 27, n. 4, p. 786, doi. 10.1017/jmo.2020.47
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- Article
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive.
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- Management Science, 2019, v. 65, n. 12, p. 5813, doi. 10.1287/mnsc.2018.3199
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- Article
When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer.
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- Judgment & Decision Making, 2017, v. 12, n. 5, p. 420, doi. 10.1017/s193029750000646x
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- Article
Your Cost or My Benefit? Effects of Concession Frames in Distributive Negotiations.
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- Negotiation & Conflict Management Research, 2023, v. 16, n. 2, p. 165
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- Article
NAVIGATING AMBIGUITY: DISTRIBUTIVE AND INTEGRATIVE NEGOTIATION TACTICS IN CHINA.
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- Central European Business Review, 2018, v. 7, n. 2, p. 21, doi. 10.18267/j.cebr.197
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- Article
Gender differences in distributive negotiation: When in the negotiation process do the differences occur?
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- European Journal of Social Psychology, 2010, v. 40, n. 7, p. 1200, doi. 10.1002/ejsp.714
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Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation.
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- European Journal of Social Psychology, 2000, v. 30, n. 2, p. 255, doi. 10.1002/(SICI)1099-0992(200003/04)30:2<255::AID-EJSP991>3.0.CO;2-7
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- Article
Interdependence as an I(-)Deal: Enhancing Job Autonomy and Distributive Justice via Individual Negotiation.
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- Zeitschrift für Personalforschung, 2010, v. 24, n. 2, p. 108
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- Article
Values as Barriers to Compromise? Ideology, Transnational Coalitions, and Distributive Bargaining in Negotiations over the Third Greek Bailout.
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- International Negotiation, 2016, v. 21, n. 3, p. 473, doi. 10.1163/15718069-12341339
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- Article
The culture-negotiation link. Integrative and distributive bargaining through an intercultural communication lens.
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- Human Communication Research, 2001, v. 27, n. 3, doi. 10.1093/hcr/27.3.317
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- Article
The Too-Much-Mimicry Effect: Strong (vs. Subtle) Mimicry Impairs Liking and Trust in Distributive Negotiations.
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- Journal of Nonverbal Behavior, 2024, v. 48, n. 2, p. 253, doi. 10.1007/s10919-023-00446-5
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Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations.
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- Judgment & Decision Making, 2014, v. 9, n. 6, p. 548, doi. 10.1017/s1930297500006410
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- Article
Negotiation Support Systems in Budget Negotiations: An Experimental Analysis.
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- Journal of Management Information Systems, 2005, v. 22, n. 3, p. 351, doi. 10.2753/MIS0742-1222220312
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Grassroots leadership and negotiation style: The quest for justice in the movie Erin Brockovich.
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- Catalan Journal of Communication & Cultural Studies, 2023, v. 15, n. 2, p. 197, doi. 10.1386/cjcs_00088_1
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- Article
A RECOMENDAÇÃO N°56 DO CONSELHO NACIONAL DA MAGISTRATURA: UMA ANÁLISE DA RECUPERAÇÃO EMPRESARIAL E DA FUNÇÃO SOCIAL DA EMPRESA.
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- Revista Percurso, 2020, v. 2, n. 33, p. 1
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- Article
Good Grief! Anxiety Sours the Economic Benefits of First Offers.
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- Group Decision & Negotiation, 2014, v. 23, n. 3, p. 629, doi. 10.1007/s10726-013-9348-4
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- Article
PREFERRED NEGOTIATION STYLES: A STUDY OF TOP AND MIDDLE MANAGERS IN THE SULTANATE OF OMAN.
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- 2015
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- Architecture Review
A New Use for Practitioners in Teaching Negotiation.
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- Negotiation Journal (Wiley-Blackwell), 2007, v. 23, n. 2, p. 173, doi. 10.1111/j.1571-9979.2007.00135.x
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Negotiation Outcome Classification Using Language Features.
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- Group Decision & Negotiation, 2013, v. 22, n. 1, p. 135, doi. 10.1007/s10726-012-9301-y
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The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff.
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- Group Decision & Negotiation, 2004, v. 13, n. 3, p. 259, doi. 10.1023/B:GRUP.0000031089.91654.26
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- Article
PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI-PARTY NEGOTIATIONS.
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- International Journal of Conflict Management, 2003, v. 14, n. 3/4, p. 191, doi. 10.1108/eb022898
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Teaching Sales Students How to Become Adaptive Negotiators: Instructional Methods for the Negotiation Scorecard.
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- Journal for Advancement of Marketing Education, 2016, v. 24, p. 72
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- Article
York University and Cupe 3903— Future of Collective Bargaining Rights.
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- South Asian Journal of Business & Management Cases, 2020, v. 9, n. 2, p. 273, doi. 10.1177/2277977920905293
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The Reputational Advantages of Demonstrating Trustworthiness: Using the Reputation Index with Law Students.
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- Negotiation Journal (Wiley-Blackwell), 2012, v. 28, n. 1, p. 117, doi. 10.1111/j.1571-9979.2011.00329.x
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- Article
Redistributive Goals versus Distributive Politics: Social Equity Limits in Environmental and Appropriate Technology Movements.
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- Sociological Inquiry, 1983, v. 53, n. 2/3, p. 200, doi. 10.1111/j.1475-682X.1983.tb00034.x
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- Article
Optimal climate policies under fairness preferences.
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- Climatic Change, 2022, v. 174, n. 3/4, p. 1, doi. 10.1007/s10584-022-03436-6
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- Article
STRATEGY, IMPORTANT IN SOLVING CONFLICTS.
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- Annals of the Constantin Brancusi University of Targu Jiu-Letters & Social Sciences Series, 2022, n. 1, p. 105
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- Article
STRATEGY, IMPORTANT IN SOLVING CONFLICTS.
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- Annals of the Constantin Brancusi University of Targu Jiu-Letters & Social Sciences Series, 2021, n. 1, p. 105
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- Article
Integration Versus Distribution in Contract Negotiations: An Interaction Analysis of Strategy Use.
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- Journal of Business Communication, 1997, v. 34, n. 4, p. 383, doi. 10.1177/002194369703400404
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- Article
Negotiation Strategies in Marketing Activity to Improve Company Performance.
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- Acta Universitatis Danubius: Œconomica, 2024, v. 20, n. 1, p. 261
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- Article
From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas.
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- Sustainability (2071-1050), 2022, v. 14, n. 9, p. 5257, doi. 10.3390/su14095257
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- Article
BLOCKCHAIN E OS DESAFIOS PARA A CADEIA DE ALIMENTOS: PERCEPÇÕES.
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- Revista Fatec Zona Sul (REFAS), 2024, v. 10, n. 3, p. 1, doi. 10.26853/refas_issn-2359-182x_v10n03_04
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- Article
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions.
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- Frontiers in Psychology, 2018, p. N.PAG, doi. 10.3389/fpsyg.2018.01099
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Application of Bandura's Self-Efficacy Theory to Examining the Choice of Tactics in Construction Dispute Negotiation.
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- Journal of Construction Engineering & Management, 2012, v. 138, n. 3, p. 331, doi. 10.1061/(ASCE)CO.1943-7862.0000403
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- Article
Are integrative or distributive outcomes more satisfactory? The effects of interest-based versus value-based issues on negotiator satisfaction.
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- European Journal of Social Psychology, 2014, v. 44, n. 3, p. 202, doi. 10.1002/ejsp.2003
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Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation.
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- Journal of Organizational & End User Computing, 2018, v. 30, n. 2, p. 1, doi. 10.4018/JOEUC.2018040101
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- Article
Negotiating Effectively: Justice in International Environmental Negotiations.
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- Group Decision & Negotiation, 2017, v. 26, n. 1, p. 93, doi. 10.1007/s10726-016-9509-3
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- Article
Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis.
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- Group Decision & Negotiation, 2016, v. 25, n. 2, p. 245, doi. 10.1007/s10726-015-9441-y
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- Article
Mind the Medium: A Qualitative Analysis of Email Negotiation.
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- Group Decision & Negotiation, 2015, v. 24, n. 2, p. 359, doi. 10.1007/s10726-014-9393-7
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- Article