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Physical distance in intragroup and intergroup negotiations : implications for negotiator judgment and behavior

Henderson, Marlone D.; Lount, Robert B. - In: Negotiation and groups, (pp. 35-56). 2011

Persistent link: https://www.econbiz.de/10009232091

Hierarchical team structures limit joint gain in interteam negotiations : the role of information elaboration and value-claiming behavior

Doyle, Sarah P.; Chung, Seunghoo; Lount, Robert B.; … - In: Academy of Management journal : AMJ 66 (2023) 5, pp. 1586-1616

Persistent link: https://www.econbiz.de/10014441026

Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams

Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169

Persistent link: https://www.econbiz.de/10013258801

Chapter 2 Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior

Henderson, Marlone D.; Lount, Robert B. - In: Negotiation and groups, (pp. 35-56). 2011

Purpose – We apply theories of physical distance to better understand behavior and judgment in intragroup and intergroup negotiations. Approach – By applying theories of physical distance to the domain of intragroup and intergroup negotiations we develop predictions about how large...

Persistent link: https://www.econbiz.de/10015379353