Browsing Norges Handelshøyskole by Subject "negotiating groups"
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Are individualistic orientations collectively valuable in group negotiations?
(Journal article; Peer reviewed, 2008)This experiment examines how members' individualistic or cooperative motivational orientations affect the processes and outcomes of negotiating groups. A total of 228 students participated in a three-person negotiation ... -
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 ...