Browsing Discussion papers (SOL) by Author "Dreu, Carsten K.W. De"
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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 ...