Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive

By B. Beersma, Carsten K. W. De Dreu. 2002

326 citations recorded by the source corpus.

Subfields: Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/e1f2b991016d48aabf996715aa8907f17275b4a3

How researchers see this paper

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

In Safety Research

In Sociology and Political Science

Citations in the corpus

First offers as anchors: the role of perspective-taking and negotiator focus. (2001, background): “…students proself instructions; that is, all negotiators were instructed to maximize their profits: “The more profit for your company, the better” (see Beersma & De Dreu, 2002; Trötschel, Hüffmeier, Loschelder, at COLUMBIA UNIV on April 18, 2014pss.sagepub.comDownloaded from Pitfalls of Moving…”
Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making (2006, background): “Beersma & De Dreu, 2002 ) and the so-called best alternative to a negotiated agreement (BATNA).”
The future that may (or may not) come: How framing changes responses to uncertainty in climate change communications (2011, unknown): “A considerable body of research has established that people are generally averse to uncertainty and vagueness (Camerer & Weber, 1992; Curley, Yates & Abrams, 1986; Ellsberg, 1961; Fox & Weber, 2002; Highhouse, 1994; Keren & Gerritsen, 1999).”
The Discounting of Ambiguous Information in Economic Decision Making (2003, unknown): “As we noted in our general introduction, it has been documented that people may try to avoid ambiguous situations (e.g., Curley, Yates, & Abrams, 1986; Camerer & Weber, 1992; Ellsberg, 1961; Fox & Weber, 2002; Highhouse, 1994; Keren & Gerritsen, 1999; Kuhn, 1997).”
The Roles of Risk and Ambiguity in Technology Adoption (2014, unknown): “Fox and Weber (2002) take this one step further and look at order effects.”
Response to Travel Information: A Behavioural Review (2015, unknown): “, by the comparison with more familiar events or more knowledgeable peers (Fox and Tversky, 1995; Fox and Weber, 2002).”
Prospect Theory and the Brain (2009, unknown): “…ignorant predicting outcomes (Heath and Tversky, 1991), and such preferences tend to diminish or disappear in the absence of a direct comparison between more and less familiar events or with more or less knowledgeable individuals (Fox and Tversky, 1995; Chow and Sarin, 2001; Fox and Weber, 2002).”