Works matching Distributive negotiation

Results: 89

Sandbagging: distributive or integrative negotiation technique?

Published in:

Annals of the Al. I. Cuza University, Psychology Series, 2011, v. 20, n. 2, p. 55

By:

Angheluş, Alexandra;
Boncu, Ştefan

Publication type:

Article

Modeling Distributive and Integrative Negotiations. Review and Revised Characterization.

Published in:

Group Decision & Negotiation, 2001, v. 10, n. 6, p. 493, doi. 10.1023/A:1012256222803

By:

Kersten, Gregory

Publication type:

Article

Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations.

Published in:

Journal of Management, 2014, v. 40, n. 3, p. 866, doi. 10.1177/0149206311423788

By:

Hüffmeier, Joachim;
Freund, Philipp Alexander;
Zerres, Alfred;
Backhaus, Klaus;
Hertel, Guido

Publication type:

Article

Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations.

Published in:

Group Decision & Negotiation, 2003, v. 12, n. 6, p. 537, doi. 10.1023/B:GRUP.0000004334.14310.90

By:

Paese, Paul;
Schreiber, Ann;
Taylor, Adam

Publication type:

Article

Dimensions intégratives et distributives de la négociation entre producteurs et distributeurs.

Published in:

Revue des Sciences de Gestion, 2009, n. 237/238, p. 105, doi. 10.1051/larsg/2009014

By:

Debabi, Mohsen

Publication type:

Article

Mutual Gains and Distributive Ideologies in South Africa: Theorizing Negotiations between Communities and Protected Areas.

Published in:

Human Ecology: An Interdisciplinary Journal, 2007, v. 35, n. 1, p. 81, doi. 10.1007/s10745-006-9071-8

By:

Fay, Derick

Publication type:

Article

Habilidad política y estrategias de negociación integrativa y distributiva como factores influyentes en la autoeficacia emprendedora en México.

Published in:

Management Letters / Cuadernos de Gestión, 2019, v. 19, n. 2, p. 113, doi. 10.5295/cdg.180943jl

By:

LÓPEZ-LEMUS, JORGE ARMANDO

Publication type:

Article

‘ Ren Qing’ versus the ‘Big Five’: The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations.

Published in:

Management & Organization Review, 2005, v. 1, n. 2, p. 225, doi. 10.1111/j.1740-8784.2005.00010.x

By:

Liu, Leigh Anne;
Friedman, Raymond A.;
Shu-cheng Chi

Publication type:

Article

When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer.

Published in:

Judgment & Decision Making, 2017, v. 12, n. 5, p. 420, doi. 10.1017/s193029750000646x

By:

Maaravi, Yossi;
Levy, Aharon

Publication type:

Article

Your Cost or My Benefit? Effects of Concession Frames in Distributive Negotiations.

Published in:

Negotiation & Conflict Management Research, 2023, v. 16, n. 2, p. 165

By:

Bhatia, Nazlı;
Chow, Rosalind M.;
Weingart, Laurie R.;
Diabes, Matthew A.

Publication type:

Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive.

Published in:

Management Science, 2019, v. 65, n. 12, p. 5813, doi. 10.1287/mnsc.2018.3199

By:

Jeong, Martha;
Minson, Julia;
Yeomans, Michael;
Gino, Francesca

Publication type:

Article

NAVIGATING AMBIGUITY: DISTRIBUTIVE AND INTEGRATIVE NEGOTIATION TACTICS IN CHINA.

Published in:

Central European Business Review, 2018, v. 7, n. 2, p. 21, doi. 10.18267/j.cebr.197

By:

Barthelmess, P.Y.;
Enzmann, P.;
Settelen, M.;
Schärmeli, N.

Publication type:

Article

Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies.

Published in:

Group Decision & Negotiation, 2022, v. 31, n. 1, p. 111, doi. 10.1007/s10726-021-09759-6

By:

Aaldering, Hillie;
Kopelman, Shirli

Publication type:

Article

How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation.

Published in:

Group Decision & Negotiation, 2021, v. 30, n. 1, p. 143, doi. 10.1007/s10726-020-09710-1

By:

Venkiteswaran, Sriram;
Sundarraj, Rangaraja P.

Publication type:

Article

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM).

Published in:

Social Sciences (2076-0760), 2017, v. 6, n. 4, p. 115, doi. 10.3390/socsci6040115

By:

Gan, Ivan

Publication type:

Article

Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy.

Published in:

Journal of Management & Organization, 2021, v. 27, n. 4, p. 786, doi. 10.1017/jmo.2020.47

By:

Benetti, Sara;
Ogliastri, Enrique;
Caputo, Andrea

Publication type:

Article

Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations.

Published in:

Judgment & Decision Making, 2014, v. 9, n. 6, p. 548, doi. 10.1017/s1930297500006410

By:

Maaravi, Yossi;
Pazy, Asya;
Ganzach, Yoav

Publication type:

Article

Interdependence as an I(-)Deal: Enhancing Job Autonomy and Distributive Justice via Individual Negotiation.

Published in:

Zeitschrift für Personalforschung, 2010, v. 24, n. 2, p. 108

By:

Hornung, Severin;
Glaser, Jürgen;
Rouseau, Denise M.

Publication type:

Article

The culture-negotiation link. Integrative and distributive bargaining through an intercultural communication lens.

Published in:

Human Communication Research, 2001, v. 27, n. 3, doi. 10.1093/hcr/27.3.317

By:

Drake, LE

Publication type:

Article

The Too-Much-Mimicry Effect: Strong (vs. Subtle) Mimicry Impairs Liking and Trust in Distributive Negotiations.

Published in:

Journal of Nonverbal Behavior, 2024, v. 48, n. 2, p. 253, doi. 10.1007/s10919-023-00446-5

By:

Wessler, Janet;
Loschelder, David D.;
Fendel, Johannes C.;
Friese, Malte

Publication type:

Article

Gender differences in distributive negotiation: When in the negotiation process do the differences occur?

Published in:

European Journal of Social Psychology, 2010, v. 40, n. 7, p. 1200, doi. 10.1002/ejsp.714

By:

Miles, Edward W.

Publication type:

Article

Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation.

Published in:

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

By:

Giebels, Ellen;
De Dreu, Carsten K. W.;
Van de Vliert, Evert

Publication type:

Article

Values as Barriers to Compromise? Ideology, Transnational Coalitions, and Distributive Bargaining in Negotiations over the Third Greek Bailout.

Published in:

International Negotiation, 2016, v. 21, n. 3, p. 473, doi. 10.1163/15718069-12341339

By:

Zahariadis, NikoLaos

Publication type:

Article

Grassroots leadership and negotiation style: The quest for justice in the movie Erin Brockovich.

Published in:

Catalan Journal of Communication & Cultural Studies, 2023, v. 15, n. 2, p. 197, doi. 10.1386/cjcs_00088_1

By:

Dash, Amarendra Kumar;
Behera, Rashmi Ranjan;
Dash, Rajendra Kumar

Publication type:

Article

Negotiation Support Systems in Budget Negotiations: An Experimental Analysis.

Published in:

Journal of Management Information Systems, 2005, v. 22, n. 3, p. 351, doi. 10.2753/MIS0742-1222220312

By:

WOLFE, CHRISTOPHER J.;
MURTHY, UDAY S.

Publication type:

Article

A RECOMENDAÇÃO N°56 DO CONSELHO NACIONAL DA MAGISTRATURA: UMA ANÁLISE DA RECUPERAÇÃO EMPRESARIAL E DA FUNÇÃO SOCIAL DA EMPRESA.

Published in:

Revista Percurso, 2020, v. 2, n. 33, p. 1

By:

DE SOUZA NETTO, JOSÉ LAURINDO;
MONTESCHIO, HORÁCIO;
GARCEL, ADRIANE

Publication type:

Article

New evidence on drivers influencing negotiation between financial auditors and their clients concerning resolution on the audit opinion. The case of an emerging economy.

Published in:

E+M Economics & Management / E+M Ekonomie a Management, 2025, v. 28, n. 2, p. 141, doi. 10.15240/tul/001/2025-2-009

By:

Burca, Valentin;
Balan, Anca;
Bunget, Ovidiu-Constantin;
Dumitrescu, Alin-Constantin;
Lungu, Cristian

Publication type:

Article

PREFERRED NEGOTIATION STYLES: A STUDY OF TOP AND MIDDLE MANAGERS IN THE SULTANATE OF OMAN.

Published in:

2015

By:

Al-Toubi, Iman M.;
Al-Keyoumi, Qaboos A.;
Bachkirov, Alexandre A.

Publication type:

Architecture Review

Good Grief! Anxiety Sours the Economic Benefits of First Offers.

Published in:

Group Decision & Negotiation, 2014, v. 23, n. 3, p. 629, doi. 10.1007/s10726-013-9348-4

By:

Rosette, Ashleigh;
Kopelman, Shirli;
Abbott, JeAnna

Publication type:

Article

Teaching Sales Students How to Become Adaptive Negotiators: Instructional Methods for the Negotiation Scorecard.

Published in:

Journal for Advancement of Marketing Education, 2016, v. 24, p. 72

By:

Fleming, David E.;
Hawes, Jon M.

Publication type:

Article

Negotiation Outcome Classification Using Language Features.

Published in:

Group Decision & Negotiation, 2013, v. 22, n. 1, p. 135, doi. 10.1007/s10726-012-9301-y

By:

Twitchell, Douglas;
Jensen, Matthew;
Derrick, Douglas;
Burgoon, Judee;
Nunamaker, Jay

Publication type:

Article

The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff.

Published in:

Group Decision & Negotiation, 2004, v. 13, n. 3, p. 259, doi. 10.1023/B:GRUP.0000031089.91654.26

By:

Mumpower, Jeryl;
Sheffield, Jim;
Darling, Thomas;
Milter, Richard

Publication type:

Article

York University and Cupe 3903— Future of Collective Bargaining Rights.

Published in:

South Asian Journal of Business & Management Cases, 2020, v. 9, n. 2, p. 273, doi. 10.1177/2277977920905293

By:

Mehrotra, Sonia;
Risavy, Stephen D.

Publication type:

Article

PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI-PARTY NEGOTIATIONS.

Published in:

International Journal of Conflict Management, 2003, v. 14, n. 3/4, p. 191, doi. 10.1108/eb022898

By:

Olekalns, Mara;
Brett, Jeanne M.;
Weingart, Laurie R.

Publication type:

Article

Negociar en circunstancias cambiantes: los motivos sociales como moderadores del capital económico y relacional.

Published in:

Revista de Psicologia del Trabajo y de Las Organizaciones, 2014, v. 30, n. 3, p. 141, doi. 10.1016/j.rpto.2014.11.007

By:

Medina, Francisco J.;
Ramirez Marin, Jimena Y.

Publication type:

Article

Optimal climate policies under fairness preferences.

Published in:

Climatic Change, 2022, v. 174, n. 3/4, p. 1, doi. 10.1007/s10584-022-03436-6

By:

Rogna, Marco;
Vogt, Carla J.

Publication type:

Article

Fundamental principles surrounding negotiations.

Published in:

Journal of Building Survey, Appraisal & Valuation, 2019, v. 7, n. 4, p. 377, doi. 10.69554/efwy2851

By:

Davies, Nick

Publication type:

Article

ORGANIZATION-EMPLOYEE RELATIONSHIP MAINTENANCE STRATEGIES: A NEW MEASURING INSTRUMENT.

Published in:

2011

By:

Hongmei Shen

Publication type:

Case Study

Negotiation processes in urban redevelopment projects: Dealing with conflicts by balancing integrative and distributive approaches.

Published in:

Planning Theory & Practice, 2015, v. 16, n. 3, p. 363, doi. 10.1080/14649357.2015.1058972

By:

Baarveld, Marlijn;
Smit, Marnix;
Dewulf, Geert

Publication type:

Article

THE EFFECT OF GENDER ON NEGOTIATION BEHAVIOUR.

Published in:

Singidunum Journal of Applied Sciences, 2014, v. 11, n. 1, p. 43, doi. 10.5937/sjas11-5298

By:

Dobrijević, Gordana

Publication type:

Article

From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas.

Published in:

Sustainability (2071-1050), 2022, v. 14, n. 9, p. 5257, doi. 10.3390/su14095257

By:

Trötschel, Roman;
van Treek, Marie;
Heydenbluth, Caroline;
Zhang, Kai;
Majer, Johann M.

Publication type:

Article

How Power Distance Interacts with Culture and Status to Explain Intra‐ and Intercultural Negotiation Behaviors: A Multilevel Analysis.

Published in:

Negotiation & Conflict Management Research, 2019, v. 12, n. 3, p. 192, doi. 10.1111/ncmr.12140

By:

Liu, Meina

Publication type:

Article

Wat gebeurt er op de gang? Een kwalitatief empirisch onderzoek naar schikkingsonderhandelingen tijdens civielrechtelijke procedures.

Published in:

Recht der Werkelijkheid, 2017, p. 25, doi. 10.5553/RdW/138064242017038003003

By:

Lieverse, Lucas

Publication type:

Article

India rising: responsible to whom?

Published in:

International Affairs, 2013, v. 89, n. 3, p. 595, doi. 10.1111/1468-2346.12035

By:

NARLIKAR, AMRITA

Publication type:

Article

The Structure of Communication Behavior in Simulated and Actual Crisis Negotiations.

Published in:

Human Communication Research, 2004, v. 30, n. 4, p. 443, doi. 10.1111/j.1468-2958.2004.tb00741.x

By:

Taylor, Paul J.;
Donald, Ian

Publication type:

Article

Culture in the Context of Intercultural Negotiation.

Published in:

Human Communication Research, 2000, v. 26, n. 4, p. 591, doi. 10.1111/j.1468-2958.2000.tb00770.x

By:

Cai, Deborah A.;
Wilson, Steven R.;
Drake, Laura E.

Publication type:

Article

Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions.

Published in:

Frontiers in Psychology, 2018, p. N.PAG, doi. 10.3389/fpsyg.2018.01099

By:

Leusch, Yannik M.;
Loschelder, David D.;
Basso, Frédéric

Publication type:

Article

Who Wins in Settlement Negotiations?

Published in:

American Law & Economics Review, 2009, v. 11, n. 2, p. 162, doi. 10.1093/aler/ahp004

By:

Korobkin, Russell;
Doherty, Joseph

Publication type:

Article

Redistributive Goals versus Distributive Politics: Social Equity Limits in Environmental and Appropriate Technology Movements.

Published in:

Sociological Inquiry, 1983, v. 53, n. 2/3, p. 200, doi. 10.1111/j.1475-682X.1983.tb00034.x

By:

Schnaiberg, Allan

Publication type:

Article

Strategies for Oligopoly Negotiations Involving Multiple Issues.

Published in:

Journal of Applied Social Psychology, 1991, v. 21, n. 18, p. 1473, doi. 10.1111/j.1559-1816.1991.tb00482.x

By:

Esser, James K.;
Walker, James L.;
Kurtzweil, Paul L.

Publication type:

Article