Browsing Discussion papers (SOL) by Author "Rognes, Jørn K."

Now showing items 1-5 of 5

    • 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 ...

    • 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 ...