Phenomenological assumptions — assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs — affect the dissemination of knowledge from subfields to the broader field of study. Micro-process research in organizational...

Previous research suggests that negotiators inflate their valuation for offers they make and devalue offers they choose not to make due to the psychological process of cognitive dissonance reduction. Research outside of the negotiation context suggests that cognitive dissonance is induced either...

Individualistically-oriented negotiators do worse than cooperatively-oriented negotiators, even when they are engaging in similar behaviors. This paper proposes and test hypotheses about negotiators' motivations and their behaviors in a repeated measures design. Individualistic negotiators...

Negotiating groups composed of 4 members with different social motives were examined to determine the impact of social motive composition on negotiation behavior. Theories of negotiation, experimental games, and group altruism were used to develop hypotheses regarding how social motive...