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Relational Accommodation in Negotiation : Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)

Curhan, Jared R.; Neale, Margaret; Ross, Lee D.; … - 2008

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of...

Persistent link: https://www.econbiz.de/10014112585

Relational accommodation in negotiation : effects of egalitarianism and gender on economic efficiency and relational capital

Curhan, Jared R.; Neale, Margaret A.; Ross, Lee A.; … - In: Organizational behavior and human decision processes : … 107 (2008) 2, pp. 192-205

Persistent link: https://www.econbiz.de/10003785280

The downfall of extraverts and rise of neurotics : the dynamic process of status allocation in task groups

Bendersky, Corinne; Shah, Neha Parikh - In: Academy of Management journal : AMJ 56 (2013) 2, pp. 397-406

Persistent link: https://www.econbiz.de/10009772503

The pursuit of information sharing : expressing task conflicts as debates vs. disagreements increases perceived receptivity to dissenting opinions in groups

Tsai, Ming-Hong; Bendersky, Corinne - In: Organization science : a journal of the Institute for … 27 (2016) 1, pp. 141-156

Persistent link: https://www.econbiz.de/10011447979