The effects of problem structure on negotiation process and outcome

1990 ◽  
Author(s):  
Jeryl L. Mumpower ◽  
Thomas Darling
Keyword(s):  
Negotiation Process ◽  
Problem Structure ◽  
Process And Outcome

The Meaning of Intuition for the Negotiation Process and Outcome

2020 ◽  
Vol 36 (3) ◽  
pp. 309-329
Author(s):  
Peter Kesting ◽  
Rasmus Kjærsgaard Nielsen
Keyword(s):  
Negotiation Process ◽  
Process And Outcome

Factors affecting desire to negotiate again

2017 ◽  
Vol 32 (1) ◽  
pp. 16-29 ◽  
Author(s):  
Denise Fleck ◽  
Roger Volkema ◽  
Sergio Pereira ◽  
Lara Vaccari
Keyword(s):  
Outcome Measures ◽  
Design Methodology ◽  
Negotiation Process ◽  
Content Type ◽  
Factors Affecting ◽  
Negatively Associated ◽  
Process And Outcome ◽  
The Mean ◽  
Personality Process ◽  
E Mail

Purpose The purpose of this paper is to investigate the effects of negotiation process and outcome on an individual’s desire to negotiate again with the same counterpart. Design/methodology/approach Data were collected from 115 dyads representing two companies negotiating an eight-issue property leasing agreement via e-mail. Desire to negotiate again was regressed on demographic/personality, process, and outcome measures. Findings Reaching an agreement was found to be significantly related to desire to negotiate again, while the number of messages exchanged and the mean number of competitive tactics employed were positively and negatively associated with reaching an agreement, respectively. Further, perceived honesty of self and counterpart were also associated with an individual’s desire to negotiate again. Originality/value This study focuses on an aspect of real negotiations often overlooked by researchers – the likelihood of future encounters with the same party – and examines three categories of factors that could affect a party’s desire to negotiate with a counterpart again – demographic/personality, process, and outcome (actual and perceived).

The Effects of Anchor Points and Reference Points on Negotiation Process and Outcome

1997 ◽  
Vol 71 (1) ◽  
pp. 85-94 ◽  
Author(s):  
Henrik Kristensen ◽  
Tommy Gärling
Keyword(s):  
Negotiation Process ◽  
Reference Points ◽  
Process And Outcome ◽  
Anchor Points

Negotiating Indigenous Peoples’ Exit From Colonialism: The Case for an Integrative Approach

2014 ◽  
Vol 27 (1) ◽  
pp. 283-303
Author(s):  
Michael Coyle
Keyword(s):  
Indigenous Peoples ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Integrative Negotiation ◽  
Process And Outcome ◽  
Indigenous Governance ◽  
New Institutions

New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions.

The Repatriation of the G'psgolox Totem Pole: A Study of its Context, Process, and Outcome

2011 ◽  
Vol 18 (3) ◽  
pp. 365-391
Author(s):  
Stacey R. Jessiman
Keyword(s):  
North American ◽  
Negotiation Process ◽  
First Nation ◽  
Northwest Coast ◽  
Aboriginal Community ◽  
Cultural Artifact ◽  
Process And Outcome

In July 2006, after 77 years at the Museum of Ethnography in Stockholm, the 134 year-old G'psgolox totem pole was welcomed home to Kitimaat on British Columbia's northwest coast by the Haisla First Nation. The event was important not only because it was among the first voluntary repatriations by a foreign museum of a cultural artifact to a North American aboriginal community, but also because it marked the end of a negotiation process that had been long and challenging and yet ultimately, according to the parties involved, mutually beneficial and restorative.

Getting Off on the Right Foot: The Effects of Initial Email Messages on Negotiation Process and Outcome

2011 ◽  
Vol 54 (3) ◽  
pp. 299-313 ◽  
Author(s):  
Roger J. Volkema ◽  
Denise Fleck ◽  
Agnes Hofmeister
Keyword(s):  
Negotiation Process ◽  
Process And Outcome ◽  
The Right

Negotiation in honor and dignity cultures: Implications of aspiration on negotiation process and outcome

2013 ◽  
Author(s):  
Zhaleh Semnani-Azad ◽  
Wendi Adair ◽  
Soroush Aslani ◽  
Jeanne Brett ◽  
Jimena Ramirez
Keyword(s):  
Negotiation Process ◽  
Process And Outcome

The influence of attachment to one's culture group on negotiation process and outcome

2011 ◽  
Author(s):  
Sujin Lee ◽  
Wendi Adair ◽  
Zeynep Aytug ◽  
Jeanne Brett ◽  
Mary Kern ◽  
...  
Keyword(s):  
Negotiation Process ◽  
Process And Outcome
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