Whatever we negotiate is not what I like
How value-driven conflicts impact negotiation behaviors, outcomes, and subjective evaluations
Dados Bibliográficos
| ID | 9004875 |
|---|---|
| Autores | Carolin Schuster (0000-0002-3829-8565, Leuphana University of Lüneburg, autor correspondente), Johann M Majer (0000-0001-6974-5439, Leuphana University of Lüneburg), Roman Trötschel (0009-0009-3817-873X, Leuphana University of Lüneburg) |
| Ano | 2020 |
| Volume | 90 |
| Páginas | 103993-103993 |
| Data de publicação | 2020-06-24 |
| Peer Reviewed | Sim |
| Open Access | Sim |
| Tipo | ARTICLE |
| Periódico | Journal of Experimental Social Psychology (JOURNAL) |
| Identificadores do periódico | ISSN: 0022-1031 • E-ISSN: 1096-0465 |
| Editora | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.jesp.2020.103993 |
| OpenAlex | W3037298927 |
| Idioma | EN |
| Citações recebidas | 8 |
| Referências citadas | 30 |
Compromise · Economics · Facilitator · Microeconomics · Negotiation · Outcome (game theory · Perception · Political science · Value (mathematics · Conflict Management and Negotiation · Cultural Differences and Values · Psychology · Social and Intergroup Psychology · Social Psychology
I share because of who I am
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Thinking the unthinkable
Universals in the Content and Structure of Values
Stress, appraisal, and coping
G*Power 3
The Reality and Myth of Sacred Issues in Negotiations
At the Heart of a Conflict
Equivalence Tests
Persuasive Arguments and Beating Around the Bush in Negotiations
Negotiating interests or values and reaching integrative agreements
Value tradeoffs propel and inhibit behavior
Are integrative or distributive outcomes more satisfactory? The effects of interest‐based versus value‐based issues on negotiator satisfaction
Cognitive and physiological antecedents of threat and challenge appraisal
The psychology of the unthinkable
Information exchange in negotiation
The Structural Organization of Human Values-Evidence from Three Rounds of the European Social Survey (ESS)
Do Negotiation Interventions Matter? Resolving Conflicting Interests and Values
What do people value when they negotiate? Mapping the domain of subjective value in negotiation
Perspective taking as a means to overcome motivational barriers in negotiations
Development of integrative solutions in bilateral negotiation
A Behavioral Theory of Labor Negotiations
| Obras citantes distintas | 8 |
|---|---|
| Citações por ano | 1,6 |
| Intervalo de citações | 2021 - 2026 (6) |
| Velocidade de citação | current |
| Altamente citado | Não |
| Tipos de citação | Neutras: 8 |