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Sandbagging: distributive or integrative negotiation technique?

Autor: Angheluş, Alexandra, Boncu, Stefan

Publikováno v: Analele Ştiinţifice ale Universităţii »Alexandru Ioan Cuza« din Iaşi. Psihologie / Scientific Annals of Alexandru Ioan Cuza University of Iasi - Psychology. (2):55-67

Externí odkaz: https://www.ceeol.com/search/article-detail?id=60799

Within-Team Contrast Effects on Value-Claiming and Value-Creating: An Examination of the Good-cop/Bad-cop Role Strategy on Intergroup Negotiations

Autor: Chung, Seunghoo

Negotiations between teams are pervasive. Whereas the presence of a team can help to create value and promote win-win outcomes, deals reached by negotiating teams often fall short of reaching their full potential due to competition between teams. Bui

Externí odkaz: http://rave.ohiolink.edu/etdc/view?acc_num=osu1626782797668301

Professional negotiation, a conceptual approach

Autor: Henao Ramirez C.A., Fierro I., Cardona D.A.

Publikováno v: Repositorio EdocUR-U. Rosario
Universidad del Rosario
instacron:Universidad del Rosario

Everybody at all times gets involved in the negotiation process, this is why knowing different styles and types of negotiation is highly important. Furthermore, it is also crucial to know how to prepare themselves in order to deal with that process a

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=od______3056::9d8452b98e7200388e858a56f6fa8cd9
https://repository.urosario.edu.co/handle/10336/23965

Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations

Autor: Joachim Hüffmeier, Philipp Alexander Freund, Guido Hertel, Klaus Backhaus, Alfred Zerres

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.

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