Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation

By E. Giebels, Carsten K. W. De Dreu, Evert Van de Vliert. 2000

141 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/afcc14219bdd2e25bf9b49a7bc96a26887ca430a

How researchers see this paper

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

In Organizational Behavior and Human Resource Management

1. A. S. R. Manstead
2. Carsten K. W. De Dreu
3. Gerben A. van Kleef
4. Markus Vodosek
5. Adam M. Grant
6. Marianne van Woerkom
7. Karen A. Jehn
8. S. Isaksen

In Safety Research

1. Gerben A. van Kleef
2. Carsten K. W. De Dreu
3. Davide Pietroni
4. A. S. R. Manstead
5. Adam M. Grant
6. C. D. De Dreu

In Sociology and Political Science

1. Gerben A. van Kleef
2. A. S. R. Manstead
3. Carsten K. W. De Dreu
4. Davide Pietroni
5. C. D. De Dreu
6. B. Nijstad
7. Lukas F. Koning
8. D. van Knippenberg

Citations in the corpus

• Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making (2006, background): “As a result of these tendencies, powerful negotiators tend to end up with the larger share of the pie ( Giebels, De Dreu, & Van de Vliert, 2000 ).”
• MIMICRY AND ME: THE IMPACT OF MIMICRY ON SELF-CONSTRUAL (2007, unknown): “Finally, interdependence and interpersonal mimicry both increase one’s perception of affiliation with interaction partners (Galinsky, Ku, & Wang, 2005; Lakin & Chartrand, 2003), facilitate social coordination (Finkel, Campbell, Brunell, Dalton, & Chartrand, in press; Galinsky et al., 2005), and help”