Blar i Discussion papers (SOL) på forfatter "Schei, Vidar"
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The invisible hand in negotiation : are individualistic orientations collectively valuable?
Schei, Vidar; Rognes, Jørn K.; Dreu, Carsten K.W. De (Discussion paper, Working paper, 2006-11)This study examines how group members’ individualistic or cooperative motivational orientations impact the process and outcomes in negotiating groups. A total of 228 students participated in a three-person negotiation ... -
Knowing me, knowing you : own orientation and information about the
Schei, Vidar; Rognes, Jørn K. (Discussion paper, Working paper, 2003-04)The purpose of this study was to examine the effects of motivational orientations on negotiation outcomes in unstable negotiation contexts. Instability was created by pitting individualists against cooperators (mixed ... -
Negotiations in small groups : effects of goal orientation on outcome :
Schei, Vidar (Discussion paper, Working paper, 2001-05) -
Small group negotiation : do individualists exploit cooperators?
Schei, Vidar; Rognes, Jørn K. (Discussion paper, Working paper, 2003-04)Small heterogeneous groups are increasingly used to negotiate important decisions. This study examines how the differences in motivational orientations impact negotiation outcomes in three-person groups. We examined the ... -
Thinking deep and feeling good : cognitive motivation and positive affect
Schei, Vidar; Rognes, Jørn K.; Mykland, Solfrid (Discussion paper, Working paper, 2002-11)This article examines how individual differences in cognitive motivation and positive affect influence the outcome in integrative dyadic negotiations. The cognitive motivation and positive affect of 64 participants were ... -
Understanding the integrated approach to conflict management
Rognes, Jørn K.; Schei, Vidar (Discussion paper, Working paper, 2007-07)The purpose of this paper is to examine the integrative approach to conflicts. Integration is an active search for information about facts and interests - motivated by a willingness to find mutually satisfactory ...