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Author : Clifford E. Brown
Publisher :
ISBN 13 :
Total Pages : 300 pages
Book Rating : 4.:/5 (422 download)
Download or read book Social Motives in Integrative Bargaining written by Clifford E. Brown and published by . This book was released on 1978 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Maureen McDermitt
Publisher :
ISBN 13 :
Total Pages : 128 pages
Book Rating : 4.:/5 (59 download)
Download or read book Social Motivation as an Intrapersonal Variable in Integrative Bargaining written by Maureen McDermitt and published by . This book was released on 1979 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Roman Troetschel
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)
Download or read book Social Value Orientation and Perspective Taking in Integrative and Distributive Negotiations written by Roman Troetschel and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two experiments explored the role of social motivation and perspective taking in integrative and distributive negotiations. It was tested whether perspective taking moderates the effect of social motivation on negotiation outcomes in integrative and distributive negotiations. In line with previous findings it was found that in an integrative negotiation setting (Experiment 1) pairs of negotiators with an egoistic motivation achieved weaker negotiation outcomes than pairs of negotiators with a prosocial motivation. However, when pairs of negotiators with an egoistic motivation where asked to take their counterpart's perspective during the negotiation, they did not differ in the quality of their achieved negotiation outcomes from pairs of negotiators with a prosocial motivation. In experiment 2, it was tested whether perspective taking moderates the effect of social motivation on negotiation outcomes within both integrative and distributive negotiation settings. Again, in an integrative negotiation setting pairs of negotiators with an egoistic motivation asked to take their counterpart's perspective achieved the same quality of negotiation outcomes as pairs of negotiators with a prosocial motivation. However, this was only true within an integrative negotiation setting. Within a distributive negotiation setting, pairs of negotiators with an egoistic motivation achieved weaker negotiation outcomes than pairs of negotiators with a prosocial motivation, irrespectively of whether they were asked to take their counterpart's perspective or not.
Author : Laurie R. Weingart
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)
Download or read book Conflicting Social Motives in Negotiating Groups written by Laurie R. Weingart and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 composition influences negotiation strategies and how negotiation strategies change over time. 36 groups in 5 composition conditions (all cooperatives; 3 cooperatives/1 individualist; 2 cooperators/2 individualists; 1 cooperator/3 individualists; all individualists) were coded for negotiation behavior. Results showed that social motive composition influenced use of negotiation strategies. Supporting expectations derived from the experimental games literature, groups that included one or more individualistic members used relatively more distributive strategies than did groups composed of all cooperative members. Supporting negotiation theory, the more cooperative members in the group, the more integrative information was exchanged. Use of negotiation strategies also changed over time. Distributive strategies peaked at the beginning of the negotiation and gradually decreased. Integrative strategies increased significantly at the midpoint of the group meeting. Groups composed of equal numbers of cooperatives and individualists appeared to be the least likely to experience this transition.
Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author : Patrick Shields Calhoun
Publisher :
ISBN 13 :
Total Pages : 44 pages
Book Rating : 4.:/5 (358 download)
Download or read book The Effects of Gender and Motivation in Integrative Bargaining written by Patrick Shields Calhoun and published by . This book was released on 1996 with total page 44 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jeanne M. Brett
Publisher : John Wiley & Sons
ISBN 13 : 1118572254
Total Pages : 206 pages
Book Rating : 4.1/5 (185 download)
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
Author : Daniel Druckman
Publisher : SAGE Publications, Incorporated
ISBN 13 :
Total Pages : 424 pages
Book Rating : 4.:/5 (44 download)
Download or read book Negotiations written by Daniel Druckman and published by SAGE Publications, Incorporated. This book was released on 1977 with total page 424 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'There's an excitement generated in these essays, as the authors seek to push toward the creation of new and alternative processes. Not content only to tie the "artificial" phenomena of the laboratory to the field, a number of the researchers are creating new phenomena in their own experiments and simulations. These social "inventions" portend policy applications to negotiation processes that are of significance to those practitioners working within a myriad of sites, from labor-management relations to international affairs.' -- Harold Guetzkow
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author : Valerian J. Derlega
Publisher : Academic Press
ISBN 13 : 1483261077
Total Pages : 471 pages
Book Rating : 4.4/5 (832 download)
Download or read book Cooperation and Helping Behavior written by Valerian J. Derlega and published by Academic Press. This book was released on 2013-09-25 with total page 471 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cooperation and Helping Behavior: Theories and Research deals with theory and research with respect to positive forms of social behavior, with emphasis on cooperation and helping behavior. Topics covered include social values and rules of fairness; cognitive processes underlying cooperation; the effects of intergroup competition and cooperation on intragroup and intergroup relationships; and altruism and the problem of collective action. Comprised of 18 chapters, this book begins with an overview of theories and research on cooperation and helping behavior, followed by a discussion on the problem of interdependence within the context of interpersonal relations. Subsequent chapters deal with cognitive processes affecting cooperation; motivational and cognitive antecedents of cooperation; the effects of intergroup competition and cooperation on intragroup and intergroup relationships; and opportunities for gaining satisfactory solutions to conflict through negotiation. Social trap analogs of social dilemmas such as the energy crisis and overpopulation are also examined, together with altruism and the problem of collective action; justice-motive theory; arousal and cost-reward theory of bystander intervention; and the psychological aspects of receiving help. The final chapter considers types of psychological mechanisms underlying prosocial behavior and its development. This monograph will be of value to students and researchers in the field of psychology.
Author : Meina Liu
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)
Download or read book How Do Interaction Goals Drive the Negotiation Dance written by Meina Liu and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study provides a sequential analysis of the bargaining interaction within and across two phases and examines how negotiators' interaction goals influence both parties' behavioral sequences over time, and their negotiation outcomes. Sixty-seven negotiation dyads (35 Chinese, 32 Americans) simulated an employment negotiation. Results showed that (a) distributive and integrative reciprocity mediated the influence of competitive goals on joint profit, with goals having a stronger influence on reciprocity in the first half of the negotiation, yet reciprocity in the second half having a stronger influence on joint profit, (b) distributive and integrative transformational sequences mediated the influence of employers' goals on employees' individual gains, but not vice versa, and (c) culture had both main (e.g., Americans demonstrated a greater tendency to break distributive reciprocity than Chinese) and moderating effects (e.g., Chinese responded to counterparts' competitive goals with more distributive complementary sequences, whereas Americans less distributive transformational sequences) in this process.
Author : Richard E. Walton
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 464 pages
Book Rating : 4.3/5 (91 download)
Download or read book A Behavioral Theory of Labor Negotiations written by Richard E. Walton and published by McGraw-Hill Companies. This book was released on 1965 with total page 464 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social theory of behaviour of interest groups during the various types of collective bargaining and social negotiation, with examples of the theoretic models. Communication. Bibliography pp. 421-430.
Author : David De Cremer
Publisher : Psychology Press
ISBN 13 : 1135811008
Total Pages : 348 pages
Book Rating : 4.1/5 (358 download)
Download or read book Social Psychology and Economics written by David De Cremer and published by Psychology Press. This book was released on 2013-09-05 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book combines chapters written by leading social psychologists and economists, illuminating the developing trends in explaining and understanding economic behavior in a social world. It provides insights from both fields, communicated by eloquent scholars, and demonstrates through recent research and theory how economic behaviors may be more effectively examined using a combination of both fields. Social Psychology and Economics comes at a particularly fitting time, as a psychological approach to economics has begun to flourish in recent years, and papers exploring the intersection of these two disciplines have appeared in peer-reviewed journals, opening a dynamic dialogue between previously separated fields. This volume, the first in the Society for Judgment and Decision Making Series since acquired by Psychology Press, includes chapters by economists and psychologists. It addresses a variety of economic phenomena within a social context, such as scarcity and materialism, emphasizing the importance of integrating social psychology and economics. Social Psychology and Economics is arranged in seven parts that discuss: an introduction to the topic; preferences, utility, and choice; emotions; reciprocity, cooperation, and fairness; social distance; challenges to social psychology and economics; and collaborative reflections and projections. The market for this book is students, researchers, and professionals in the disciplines of economics, psychology, business, and behavioral decision making. Graduate students and upper-level undergraduate students will consider it a useful supplemental text.
Author : Leigh L. Thompson
Publisher : Psychology Press
ISBN 13 : 1135423520
Total Pages : 250 pages
Book Rating : 4.1/5 (354 download)
Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Author : Samuel S Komorita
Publisher : Routledge
ISBN 13 : 0429965842
Total Pages : 192 pages
Book Rating : 4.4/5 (299 download)
Download or read book Social Dilemmas written by Samuel S Komorita and published by Routledge. This book was released on 2019-04-16 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Emphasizing real-world examples, Komorita and Parks illustrate both the theoretical and the ecological relevance of social dilemmas, focusing on "exchange theory" to explain how conflicts are resolved. This book is appropriate for students of psychology, political science, and sociology.
Author : Joseph P. Forgas
Publisher : Cambridge University Press
ISBN 13 : 9780521832540
Total Pages : 414 pages
Book Rating : 4.8/5 (325 download)
Download or read book Social Motivation written by Joseph P. Forgas and published by Cambridge University Press. This book was released on 2005 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sample Text
Author : Paola Mallucci
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (13 download)
Download or read book Social Motives in Bilateral Bargaining Games written by Paola Mallucci and published by . This book was released on 2019 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Power, a fundamental characteristic of social interactions, characterizes one's ability to influence others. Fairness, inherently a type of social preference, impacts distributive decision-making. How does power shape the perceptions of fairness in economic interactions? While previous research finds that power holders tend to take more, it remains unclear whether they are driven by selfish motives to exploit weaker counterparts or act upon the belief that powerful individuals deserve more. With an innovative modified ultimatum game, we analytically and experimentally study how power interplays with fairness consideration to affect bilateral bargaining. We concentrate on behaviors by the responders, to elicit their fairness preferences in response to shifts in power. We find strong evidence that changes in power can modify what is perceived as a fair division in the modified ultimatum game, and thus influence the distributive behaviors and outcomes. However, such an effect only arises when there is common knowledge about the power distribution between the two parties prior to their decision-making. In addition, we find that, while feedback on past decisions and outcomes can help players fine-tune their choices to avoid money left on the table in bargaining, learning from experience is not required for power to take effect.
