Team negotiation
An examination of integrative and distributive bargaining
Bibliographic Data
| ID | 6200577 |
|---|---|
| Authors | Leigh Thompson (0000-0001-6593-550X), Erika Peterson (0000-0003-0697-1812, University of Washington), Susan E Brodt (Duke University) |
| Year | 1996 |
| Volume | 70 |
| Issue | 1 |
| Pages | 66-78 |
| Publication date | 1996-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037//0022-3514.70.1.66 |
| OpenAlex | W4238337094 |
| Language | EN |
| Citations received | 35 |
| References cited | 16 |
Distributive justice · Distributive property · Economic Justice · Economics · Microeconomics · Negotiation · Political science · Conflict Management and Negotiation · Law · Psychology · Social Psychology
Lose-lose agreements in interdependent decision making
Social Conflict
Effective Negotiation
Negotiation
Eat, Drink, Man, Woman
Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement
Dovish and Hawkish Influence in Distributive and Integrative Negotiations
In Search of Master Negotiators
Active Listening in Integrative Negotiation
Before the first move
Inventive Multi-Issue Negotiation
Individual Versus Group Negotiation in Multiparty Systems
Assessing negotiation skill and its development in an online collaborative simulation game
When yielding pieces of the pie is not a piece of cake
The multiple pathways of high performing groups
Public good provision in inter‐team conflicts
Jewish-Arab Coexistence in Israel
The Human Mind as a Barrier to Wiser Environmental Agreements
Sources of the discontinuity effect
Mere physical distance and integrative agreements
Experience in integrative negotiations
Do groups lie more than individuals? Honesty and deception as a function of strategic self-interest
The art and science of negotiation
Opinions and Social Pressure
Informal social communication.
The psychology of social impact
What a person thinks upon learning he has chosen differently from others
Information exchange in negotiation
Pooling of unshared information in group decision making
Mixed Messages
Informational and normative routes to conformity
Development of integrative solutions in bilateral negotiation
A study of normative and informational social influences upon individual judgment
A Behavioral Theory of Labor Relations
Productivity loss in performance groups
Group versus individual performance
The relation between group cohesiveness and performance
| Unique citing works | 22 |
|---|---|
| Citations per year | 1,17 |
| Citation span | 1996 - 2026 (31) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 34 |