Alfred Zerres
Biographic Data
| ID | 9537962 |
|---|---|
| NAME | Alfred Zerres |
| GIVEN NAMES | Alfred |
| FAMILY NAME | Zerres |
| SIGNATURE | ZERRES A |
| AFFILIATIONS | University of Amsterdam, The Netherlands |
| VERIFIED | No |
| TOTAL WORKS | 2 |
| TOTAL CITATIONS | 0 |
| WORKS AS AUTHOR | 2 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 2020 |
| LATEST PUBLICATION YEAR | 2025 |
| H-INDEX | 0 |
Active Listening in Integrative Negotiation
Active listening is a promising communication technique to positively affect interactions and communication outcomes. However, theoretical propositions regarding its direct effects on interactions have rarely been empirically investigated. In the present research, we studied the role of naturally occurring active listening in the context of videotaped and coded integrative negotiations. Lag sequential analyses of 48 negotiations with 17,120 thoug…
Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement
While organizations strive for ethical conduct, the activity of negotiating offers strong temptations to employ unethical tactics and secure benefits for one’s own party. In four experiments, we examined the role of constituency communication in terms of their attitudes towards (un)ethical and competitive conduct on negotiators’ willingness and actual use of unethical tactics. We find that the mere presence of a constituency already increased rep…
No prominent works on this page.
Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement
While organizations strive for ethical conduct, the activity of negotiating offers strong temptations to employ unethical tactics and secure benefits for one’s own party. In four experiments, we examined the role of constituency communication in terms of their attitudes towards (un)ethical and competitive conduct on negotiators’ willingness and actual use of unethical tactics. We find that the mere presence of a constituency already increased rep…
Active Listening in Integrative Negotiation
Active listening is a promising communication technique to positively affect interactions and communication outcomes. However, theoretical propositions regarding its direct effects on interactions have rarely been empirically investigated. In the present research, we studied the role of naturally occurring active listening in the context of videotaped and coded integrative negotiations. Lag sequential analyses of 48 negotiations with 17,120 thoug…
Conflict Management and Negotiation (2 works) · Negotiation (2 works) · Psychology (2 works) · Social Psychology (2 works) · Active listening (1 work) · Cognitive psychology (1 work) · Communication (1 work) · Dilemma (1 work) · Disengagement theory (1 work) · Ethics in Business and Education (1 work)