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Bounded benefits of representative cooperativeness in intergroup negotiations

Saygı, Özüm; Greer, Lindred L.; Kleef, Gerben A. van; … - In: Group decision and negotiation 24 (2015) 6, pp. 993-1014

Persistent link: https://www.econbiz.de/10011383404

Constituency norms facilitate unethical negotiation behavior through moral disengagement

Aaldering, Hillie; Zerres, Alfred; Steinel, Wolfgang - In: Group decision and negotiation 29 (2020) 5, pp. 969-991

Persistent link: https://www.econbiz.de/10012291100

Methods of negotiation research

Carnevale, Peter J. (contributor); … - 2006

Intro -- CONTENTS -- Contributors -- Methods of Negotiation Research: Introduction --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- Methods of Negotiation Research II --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- The Joys of Field Research --- JAMES A. WALL, JR. -- How Much Do We Know...

Persistent link: https://www.econbiz.de/10012673847

Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands

Tuncel, Ece; Kong, Dejun; McLean Parks, Judi; Kleef, … - In: Organizational behavior and human decision processes : … 161 (2020), pp. 255-273

Persistent link: https://www.econbiz.de/10012428955

Beyond negotiated outcomes : the hidden costs of anger expression in dyadic negotiation

Wang, Lu; Northcrsft, Gregory B.; Kleef, Gerben A. Van - In: Organizational behavior and human decision processes : … 119 (2012) 1, pp. 54-63

Persistent link: https://www.econbiz.de/10009580566