Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories.

By C. D. De Dreu, Laurie R. Weingart, S. Kwon. Journal of Personality and Social Psychology, 2000

745 citations recorded by the source corpus.

How researchers see this paper

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

Team effectiveness in China: Cooperative conflict for relationship building (2005, background): “This study argues that how teams manage their conflicts very much affects the nature of their relationships (De Dreu et al., 2000; Rubin et al., 1994).”
Internal Status Sorting in Groups: The Problem of too many Stars (2005, background): “The distinction between these two kinds of orientations is captured in De Dreu's categories of prosocial (other-concerned) and egoistic (self-and not otherconcerned ) negotiators (De Dreu et al., 2000).”
Social value orientations and the strategic use of fairness in ultimatum bargaining (2004, background): “…in integrative bargaining proselfs may perform worse than prosocials, and that this may be (partly) due because of their greater reluctance to share (truthful) information and their higher tendency to impose their will onto the other (see for a meta-analytic review De Dreu, Weingart, & Kwon, 2000).”