Zobrazeno 1 - 8
of 8
pro vyhledávání: '"Alfred Zerres"'
Publikováno v:
The Academy of Management Review, 46(1), 108-127. Academy of Management
A pervasive phenomenon in the workplace is that men appear eager to show how “tough” they are as negotiators. We introduce the Masculinity Effects in Negotiations model to explain men’s negotiation behaviors and outcomes. According to the model
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5555daacc1f5326755eb68df3fa07da6
https://doi.org/10.5465/amr.2017.0570
https://doi.org/10.5465/amr.2017.0570
Autor:
Elisabeth Jäckel, Alfred Zerres, Clara S. Hemshorn de Sanchez, Nale Lehmann-Willenbrock, Joachim Hüffmeier
Publikováno v:
Group & Organization Management. :105960112211326
In the present research, we developed NegotiAct, a comprehensive coding scheme for negotiations, comprising 47 mutually exclusive behavioral codes. NegotiAct was derived by systematically integrating (i) 89 extant coding schemes for negotiations, (ii
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::3e208fe5673afcf47aa19a174c2be6b3
https://doi.org/10.1177/10596011221132600
https://doi.org/10.1177/10596011221132600
Publikováno v:
Kranzbühler, A M, Zerres, A, Kleijnen, M H P & Verlegh, P W J 2020, ' Correction to: Beyond valence: a meta-analysis of discrete emotions in firm-customer encounters ', Journal of the Academy of Marketing Science, vol. 48, no. 6, pp. 1254-1256 . https://doi.org/10.1007/s11747-020-00726-2
Tables 4, 5 and 6 in the original version of this article contained some incorrect calculations. The correct tables are shown below.
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::65dcd905de2b25a450c6121a40aaff58
https://doi.org/10.1007/s11747-020-00726-2
https://doi.org/10.1007/s11747-020-00726-2
Publikováno v:
Group Decision and Negotiation, 29, 969-991
Group Decision and Negotiation, 29(5), 969-991. Springer Netherlands
Group Decision and Negotiation, 29(5), 969-991. Springer Netherlands
While organizations strive for ethical conduct, the activity of negotiating offers strong temptations to employ unethical tactics and secure benefits for one’s own party. In four experiments, we examined the role of constituency communication in te
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::35f572bad027aab54f90deb6fde49d4d
http://hdl.handle.net/1887/138148
http://hdl.handle.net/1887/138148
Publikováno v:
Journal of the Academy of Marketing Science, 48(3), 478-498. Springer New York
Kranzbühler, A M, Zerres, A, Kleijnen, M H P & Verlegh, P W J 2020, ' Beyond valence : a meta-analysis of discrete emotions in firm-customer encounters ', Journal of the Academy of Marketing Science, vol. 48, no. 3, pp. 478-498 . https://doi.org/10.1007/s11747-019-00707-0
Kranzbühler, A M, Zerres, A, Kleijnen, M H P & Verlegh, P W J 2020, ' Beyond valence : a meta-analysis of discrete emotions in firm-customer encounters ', Journal of the Academy of Marketing Science, vol. 48, no. 3, pp. 478-498 . https://doi.org/10.1007/s11747-019-00707-0
Distinguishing between consumers’ positive and negative affect is a popular approach in both marketing research and practice, but such valence-based approaches sacrifice specificity and explanatory power. As emotions of the same valence can greatly
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5c1c33b03051d620bac35cb0ee4ae55e
https://dare.uva.nl/personal/pure/en/publications/beyond-valence-a-metaanalysis-of-discrete-emotions-in-firmcustomer-encounters(ca727f29-9996-463a-b9dc-d7f81341a286).html
https://dare.uva.nl/personal/pure/en/publications/beyond-valence-a-metaanalysis-of-discrete-emotions-in-firmcustomer-encounters(ca727f29-9996-463a-b9dc-d7f81341a286).html
Autor:
Philipp Alexander Freund, Joachim Hüffmeier, Alfred Zerres, Klaus Backhaus, Roman Trötschel, Guido Hertel
Publikováno v:
Hüffmeier, J, Zerres, A, Freund, P A, Backhaus, K, Trötschel, R & Hertel, G 2019, ' Strong or weak synergy? : Revising the assumption of team-specific advantages in integrative negotiations ' Journal of Management, vol 45, no. 7, pp. 2721-2750 . DOI: 10.1177/0149206318770245
Hüffmeier, J, Zerres, A, Freund, P A, Backhaus, K, Trötschel, R & Hertel, G 2019, ' Strong or weak synergy? Revising the assumption of team-specific advantages in integrative negotiations ', Journal of Management, vol. 45, no. 7, pp. 2721-2750 . https://doi.org/10.1177/0149206318770245
Journal of Management, 45(7). SAGE Publications Inc.
Hüffmeier, J, Zerres, A, Freund, P A, Backhaus, K, Trötschel, R & Hertel, G 2019, ' Strong or weak synergy? Revising the assumption of team-specific advantages in integrative negotiations ', Journal of Management, vol. 45, no. 7, pp. 2721-2750 . https://doi.org/10.1177/0149206318770245
Journal of Management, 45(7). SAGE Publications Inc.
When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::a4709c344391ed47ef38ccde90a4f168
https://doi.org/10.1177/0149206318770245
https://doi.org/10.1177/0149206318770245
Publikováno v:
Hüffmeier, J, Freund, P A, Zerres, A, Backhaus, K & Hertel, G 2014, ' Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard-and Softline Strategies in Distributive Negotiations ' Journal of Management, vol 40, pp. 866-892 . DOI: 10.1177/0149206311423788
Hüffmeier, J, Freund, P A, Zerres, A, Backhaus, K & Hertel, G 2014, ' Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard-and Softline Strategies in Distributive Negotiations ', Journal of Management, vol. 40, no. 3, pp. 866-892 . https://doi.org/10.1177/0149206311423788
Journal of Management, 40(3), 866-892. SAGE Publications Inc.
Hüffmeier, J, Freund, P A, Zerres, A, Backhaus, K & Hertel, G 2014, ' Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard-and Softline Strategies in Distributive Negotiations ', Journal of Management, vol. 40, no. 3, pp. 866-892 . https://doi.org/10.1177/0149206311423788
Journal of Management, 40(3), 866-892. SAGE Publications Inc.
A meta-analysis (34 studies) is reported on the impact of hard- and softline bargaining strategies on economic (135 effect sizes) and socioemotional negotiation outcomes (30 effect sizes) in distributive negotiations. As expected, hardline strategies
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::98c516d712b2430d2072684ba529d13b
http://fox.leuphana.de/portal/de/publications/being-tough-or-being-nice-a-metaanalysis-on-the-impact-of-hard-and-softline-strategies-in-distributive-negotiations(9178c8ab-e5a1-427d-b806-f4050da82d22).html
http://fox.leuphana.de/portal/de/publications/being-tough-or-being-nice-a-metaanalysis-on-the-impact-of-hard-and-softline-strategies-in-distributive-negotiations(9178c8ab-e5a1-427d-b806-f4050da82d22).html
Autor:
Joachim Hüffmeier, Alfred Zerres
Publikováno v:
Academy of Management Proceedings. 2014:11727
Existing research on integrative negotiation assumes higher outcomes for teams than for individual negotiators due to team- specific processes (e.g., increased information processing and problem-so...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e72a6ddfda5167efbab1cc27467bd93c
https://doi.org/10.5465/ambpp.2014.293
https://doi.org/10.5465/ambpp.2014.293