Can individualists and cooperators play together? The effect of mixed social motives in negotiations
Bibliographic Data
| ID | 9007409 |
|---|---|
| Authors | Vidar Schei (0000-0002-8131-0099, Norwegian School of Economics, corresponding author), Jørn K Rognes (Norwegian School of Economics), Debra L Shapiro (0000-0001-9523-2848, University of Maryland, College Park) |
| Year | 2010 |
| Volume | 47 |
| Issue | 2 |
| Pages | 371-377 |
| Publication date | 2010-10-04 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Experimental Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-1031 • E-ISSN: 1096-0465 |
| Publisher | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.jesp.2010.09.010 |
| OpenAlex | W2032629569 |
| Language | EN |
| Citations received | 4 |
| References cited | 39 |
Individualism · Negotiation · Political science · Reciprocity (cultural anthropology · Social dilemma · Social relation · Sociology · Conflict Management and Negotiation · Experimental Behavioral Economics Studies · Psychology · Social Power and Status Dynamics · Social Psychology
Decision frames and the social utility of negotiation outcomes
Bidirectional Relationship Progression in Buyer–Seller Negotiations
The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
Who syncs? Social motives and interpersonal coordination
Handbook of Social Psychology
Social Conflict
Influence of social motives on integrative negotiation
Are Individualistic Orientations Collectively Valuable in Group Negotiations
Constructive Conflict Resolution
Reciprocity and the induction of cooperation in social dilemmas
Locomotion in social dilemmas
A Theory of Co-operation and Competition
The Effect of Motivational Orientation upon Trust and Suspicion
How communication increases interpersonal cooperation in mixed-motive situations
Information exchange in negotiation
Errors in perception of intentions in a mixed-motive game
Some Wise and Mistaken Assumptions About Conflict and Negotiation
An Experimental Study of the Effects of Co-Operation and Competition upon Group Process
Motivated information processing, strategic choice, and the quality of negotiated agreement
Role of interdependence structure, individual value orientation, and another's strategy in social decision making
Development of integrative solutions in bilateral negotiation
Knowledge matters
Conflicting social motives in negotiating groups
Social interaction basis of cooperators' and competitors' beliefs about others
Individual differences in game motivation as moderators of preprogrammed strategy effects in prisoner's dilemma
Conversation and Cooperation in Social Dilemmas
The Norm of Reciprocity
| Unique citing works | 4 |
|---|---|
| Citations per year | 0,27 |
| Citation span | 2011 - 2023 (13) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 4 |