Browsing Discussion papers (SOL) by Subject "VDP::Samfunnsvitenskap: 200::Psykologi: 260::Organisasjonspsykologi: 268"
Now showing items 1-6 of 6
-
"Inter-organizational relationships and dissolution : a multi-level view"
(Discussion paper, Working paper, 2002-12)In this study we propose that relationship specific investments reduce the likelihood of relationship dissolution. These types of investments increase switching costs and thereby create barriers towards exiting. Additionally, ... -
The invisible hand in negotiation : are individualistic orientations collectively valuable?
(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
(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 :
(Discussion paper, Working paper, 2001-05) -
Small group negotiation : do individualists exploit cooperators?
(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
(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 ...