Zobrazeno 1 - 10
of 64
pro vyhledávání: '"Roger J. Volkema"'
Autor:
Roger J. Volkema, Ilias Kapoutsis
Publikováno v:
Negotiation Journal. 35:47-63
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::094d29e3aa2d452792bd6c93cfa00074
https://doi.org/10.1111/nejo.12263
https://doi.org/10.1111/nejo.12263
Publikováno v:
Journal of Managerial Psychology. 32:16-29
Purpose The purpose of this paper is to investigate the effects of negotiation process and outcome on an individual’s desire to negotiate again with the same counterpart. Design/methodology/approach Data were collected from 115 dyads representing t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::16dd1ddd8b7ff543b13815c131fddcd2
https://doi.org/10.1108/jmp-10-2015-0384
https://doi.org/10.1108/jmp-10-2015-0384
Publikováno v:
Group Decision and Negotiation. 25:873-899
As negotiation is critical to all forms of organizational decision-making, researchers have shown an interest in understanding how the flow of information (valid and otherwise) influences this process. Often, competitive, questionable, and unethical
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::892fc2f7811bb0e55c774e8190f64000
https://doi.org/10.1007/s10726-016-9469-7
https://doi.org/10.1007/s10726-016-9469-7
Autor:
Ilias Kapoutsis, Roger J. Volkema
Publikováno v:
Journal of Management Education. 40:76-101
Negotiation is an interpersonal process common to everyday personal and professional success. Yet individuals often fail to recognize opportunities for initiating negotiations and the immediate and long-term implications of these oversights for thems
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e1e3f0aeb9db4fedb0e3b99a16efa9df
https://doi.org/10.1177/1052562915600202
https://doi.org/10.1177/1052562915600202
Autor:
Dejun Tony Kong, Roger J. Volkema
Publikováno v:
Social Indicators Research. 127:139-152
Corruption is a social ill that involves public officials’ misuse of entrusted power, which is a function of sociocultural factors. Rarely, however, do researchers view corruption as a leadership-related problem. In the current research, we concept
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b192f20b508ce7c43a941bca25de6cc7
https://doi.org/10.1007/s11205-015-0959-9
https://doi.org/10.1007/s11205-015-0959-9
Publikováno v:
Frontiers in Psychology, Vol 8 (2017)
Frontiers in Psychology
Frontiers in Psychology
We undertook two vignette studies to examine the role of affect (trait and state) and bargaining power on initiating negotiations, an often overlooked stage of the negotiation process. Using a job negotiation opportunity, we examine three distinct ph
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::b77e6521725b73a09e3da5423885532d
https://doi.org/10.3389/fpsyg.2017.01313
https://doi.org/10.3389/fpsyg.2017.01313
Publikováno v:
Handbook of Conflict Management Research. :382-402
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::521a7b61cd4cf43e30046a49d45bcc03
https://doi.org/10.4337/9781781006948.00034
https://doi.org/10.4337/9781781006948.00034
Publikováno v:
Negotiation Journal. 30:23-48
Negotiation is integral to business success, and information is the lifeblood of the negotiation process. When invalid information is disseminated via manipulation or deceit, one or more parties can suffer. Nonetheless, many studies have shown that t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::5659dbd53f22a01c589f51d0f41534d1
https://doi.org/10.1111/nejo.12044
https://doi.org/10.1111/nejo.12044
Publikováno v:
International Journal of Conflict Management. 24:328-351
Purpose – This paper aims to describe a study of the negotiation process, focusing on the use of seven competitive-unethical tactics in dyadic negotiations. The initial use of these tactics and their effects on process and outcomes are examined. De
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b7fc70555fe4048fb61b4b97ca4b6f92
https://doi.org/10.1108/ijcma-11-2012-0084
https://doi.org/10.1108/ijcma-11-2012-0084
Publikováno v:
Negotiation and Conflict Management Research. 6:32-48
This article reports on a study of the effects of recognition of negotiable opportunities (ability) and self-efficacy (motivation) on initiation behavior in negotiations, an often overlooked stage of the negotiation process. Three phases of the initi
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e8d286a47d778ff9597ba1097084de8d
https://doi.org/10.1111/ncmr.12002
https://doi.org/10.1111/ncmr.12002