The negotiator's dilemma
Simultaneous in-group and out-group conflict
Bibliographic Data
| ID | 9004091 |
|---|---|
| Authors | Robert L Frey, R Frey (0000-0002-5240-2680, corresponding author), J Stacy Adams |
| Year | 1972 |
| Volume | 8 |
| Issue | 4 |
| Pages | 331-346 |
| Publication date | 1972-07-01 |
| 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 | 10.1016/0022-1031(72)90023-6 |
| OpenAlex | W2142387403 |
| Language | EN |
| Citations received | 15 |
| References cited | 8 |
Conflict management · Dilemma · Distrust · Economics · Group (periodic table · Group conflict · Internal conflict · Labour economics · Microeconomics · Negotiation · Perception · Political science · Stochastic game · Wage · Experimental Behavioral Economics Studies · Game Theory and Voting Systems · Law · Psychology · Social and Intergroup Psychology · Social Psychology
Effects of constituent trust and representative bargaining orientation on intergroup bargaining
Looking and competing
Negotiation and Mediation
Bargaining visibility and the attitudes and negotiation behavior of male and female group representatives 1
Boundary Role Conflict
A review of experiments in explicit bargaining
Interaction Goals in Negotiation
On alleviating the debilitating effects of accountability on bargaining
Effects of sex and opposing representative's bargaining orientation on intergroup bargaining
Operantly conditioning a negotiator's concession making
Perspectives for Understanding Negotiation
Argumentation in Foreign Policy Settings
Determinants of Compromising Behavior in Negotiation
Intergroup Bargaining
Constraints and triggers
Generalized expectancies for internal versus external control of reinforcement.
Organizational stress studies in role conflict and ambiguity
Loyalty of Representatives to Ingroup Positions During Intergroup Competition
Dogmatism, prenegotiation experience, and simulated group representation as determinants of dyadic behavior in a bargaining situation
Prenegotiation experience and dyadic conflic resolution in a bargaining situation
Concerning least squares analysis of experimental data
A Behavioral Theory of Labor Negotiations
| Unique citing works | 15 |
|---|---|
| Citations per year | 0,29 |
| Citation span | 1975 - 2005 (31) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 15 |