Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes

By Mara Olekalns, Philip L. Smith. 2003

91 citations recorded by the source corpus.

Subfields: Gender Studies, Management Science and Operations Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/412554fa22784a5b346aec667502a6fb9d93812b

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Gender Studies

1. Michele J. Gelfand
2. L. Imai

In Management Science and Operations Research

1. Michele J. Gelfand

In Sociology and Political Science

1. Michele J. Gelfand
2. L. Imai

Citations in the corpus

• The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010, background): “…to the influence of negotiation processes on outcomes, the broader negotiation literature has found that sequencing integrative negotiation behaviors move negotiators down a cooperative path, and leads to high joint profit (Adair, 2003; Olekalns & Smith, 2000, 2003; Weingart et al., 1990, 1999).”