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Effects of trust, aspiration, and gender on negotiation tactics. · Study

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ArticleEffects of trust, aspiration, and gender on negotiation tactics.

Melvin J. Kimmel1980

Article1980

Effects of trust, aspiration, and gender on negotiation tactics.

Melvin J. Kimmel · Ellen Konar-Goldband · Peter J. D. Carnevale

275 citations·0/0 files stored·Journal of Personality and Social Psychology

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Conflict Management and Negotiation Social and Intergroup Psychology Social Power and Status Dynamics

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References

1972Trust and Managerial Problem Solving 1973The resolution of conflict;: Constructive and destructive processes 1966A Behavioral Theory of Labor Negotiations.1975The Social Psychology of Bargaining and Negotiation 1934Experimental Social Psychology 1975Development of integrative solutions in bilateral negotiation.1978Sex differences in influenceability.

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2006Motivated information processing, strategic choice, and the quality of negotiated agreement.2007Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes 2013Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research 1984Resistance to yielding and the expectation of cooperative future interaction in negotiation 2009Negotiation 2004GENDER STEREOTYPES AND NEGOTIATION PERFORMANCE: AN EXAMINATION OF THEORY AND RESEARCH 2006

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Papers that cite the same references — the relational fallback while embeddings are still backfilling.

1998Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiationarticle · 4 shared references 1975Development of integrative solutions in bilateral negotiation.article · 3 shared references 1998Bargainer characteristics in distributive and integrative negotiation.article · 3 shared references 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiencyarticle · 3 shared references 2002Tough guys finish last: the perils of a distributive reputationarticle · 3 shared references 1996MULTIPLE MEANINGS OF TRUST IN NEGOTIATION THEORY AND RESEARCH: A LITERATURE REVIEW AND INTEGRATIVE MODELarticle · 3 shared references

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Year1980

Typearticle

Published1980-01-01

VenueJournal of Personality and Social Psychology

ISSN-L0022-3514

Languageen

Citations275

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1037/0022-3514.38.1.9

openalex_workW2008932684

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Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

1996MULTIPLE MEANINGS OF TRUST IN NEGOTIATION THEORY AND RESEARCH: A LITERATURE REVIEW AND INTEGRATIVE MODEL