Zobrazeno 1 - 10
of 35
pro vyhledávání: '"Victoria Husted Medvec"'
Publikováno v:
Organizational Behavior and Human Decision Processes. 152:64-83
The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator d
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::073a6ae5d185181be7e3623f248333b9
https://doi.org/10.1016/j.obhdp.2019.01.007
https://doi.org/10.1016/j.obhdp.2019.01.007
Publikováno v:
Organizational Behavior and Human Decision Processes. 144:171-186
The present research shows that managers communicate negative feedback ineffectively because they suffer from transparency illusions that cause them to overestimate how accurately employees perceive their feedback. We propose that these illusions eme
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::933274651f1edc4a3d7f975d8132d605
https://doi.org/10.1016/j.obhdp.2017.09.002
https://doi.org/10.1016/j.obhdp.2017.09.002
Publikováno v:
Social Cognition. 27:385-401
Previous research has argued that people exclude others in multiparty negotiations when their inclusion does not increase their payoffs. However, the majority of this research has been conducted in settings where participants do not interact person-t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::628f4f99546881f1aa2db4bf5d5e3407
https://doi.org/10.1521/soco.2009.27.3.385
https://doi.org/10.1521/soco.2009.27.3.385
Publikováno v:
Small Group Research. 39:372-390
This research explores the impact of dyadic side conversations on group norms within three- and four-person groups. The authors propose a link between dyadic communication and group norms such that the absence of dyadic communication enhances a norm
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::45b42609259930f4fdf5ee3cc28dfec5
https://doi.org/10.1177/1046496408317044
https://doi.org/10.1177/1046496408317044
Publikováno v:
Journal of Experimental Social Psychology. 44:233-245
In this paper, we found that fairness judgments in intergenerational allocation decisions depend on (1) individuals’ position in the intergenerational sequence (i.e., whether they are in the preceding or succeeding generation), (2) the amount of un
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e589b428e28813bd14d59dc2718f34ed
https://doi.org/10.1016/j.jesp.2007.04.004
https://doi.org/10.1016/j.jesp.2007.04.004
Publikováno v:
Political Research Quarterly. 61:484-501
We present an experimental approach to study the micro-dynamics of coalition formation in an unrestricted bargaining environment. Specifically, we investigate a fundamental feature of sequential coalition bargaining models: expectations about future
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::d1f83fea90bd352daac49fe04315eb3d
https://doi.org/10.1177/1065912908316981
https://doi.org/10.1177/1065912908316981
Publikováno v:
Journal of Experimental Social Psychology. 39:386-392
This research provides evidence that people overestimate the salience to others of their own absence from a group. Although individuals regard the removal of someone else from a group to be less salient than the addition of that person, they regard t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::331d819269789230f8e3192a2f4fb5a3
https://doi.org/10.1016/s0022-1031(02)00548-6
https://doi.org/10.1016/s0022-1031(02)00548-6
Publikováno v:
Negotiation Journal. 19:117-131
The authors examined whether negotiators are prone to an “illusion of transparency,” or the belief that their private thoughts and feelings are more discernible to their negotiation partners than they actually are. In Study One, negotiators who w
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::41e3dc409dfe4e0ae06f1068e7201fca
https://doi.org/10.1111/j.1571-9979.2003.tb00771.x
https://doi.org/10.1111/j.1571-9979.2003.tb00771.x
Publikováno v:
Journal of Personality and Social Psychology. 83:1131-1140
Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with ne
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::835261f5fb0cbd11145f0671e1af26f4
https://doi.org/10.1037/0022-3514.83.5.1131
https://doi.org/10.1037/0022-3514.83.5.1131
Publikováno v:
Personality and Social Psychology Bulletin. 28:271-283
In this article, the authors explore the role of individuals’ counterfactual thoughts in determining their satisfaction with negotiated outcomes. When negotiators’ first offers are immediately accepted, negotiators are more likely to generate cou
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::bba8da65d137ed9af35b5f8b79d2f6a0
https://doi.org/10.1177/0146167202282012
https://doi.org/10.1177/0146167202282012