CONFLICT FRAMES OF REFERENCE: IMPLICATIONS FOR DISPUTE PROCESSES AND OUTCOMES.

Robin L. Pinkley · Gregory B. Northcraft

216 citations0/0 files storedAcademy of Management Journal

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Conflict Management and Negotiation Social and Intergroup Psychology Dispute Resolution and Class Actions

Abstract

Previous research has shown that disputants differ substantially in how they experience, or cognitively “frame,” conflict—even the same conflict. We explored the influence of cognitive frames on ne...

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References

1981The Framing of Decisions and the Psychology of Choice 1984Estimating within-group interrater reliability with and without response bias.1987Getting to Yes: Negotiating Agreement Without Giving in 1975Equity, Equality, and Need: What Determines Which Value Will Be Used as the Basis of Distributive Justice?1986The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation 1987The Manager as Negotiator 1990Dimensions of conflict frame: Disputant interpretations of conflict.1981Language, Audience, and the Transformation of Disputes

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2016Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures 2002Improvisation and the Logic of Exchange in Socially Embedded Transactions 2008Making Sense of Intractable Multiparty Conflict: A Study of Framing in Four Environmental Disputes 1994User Participation, Conflict, and Conflict Resolution: The Mediating Roles of Influence 2003PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI‐PARTY NEGOTIATIONS

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