search query: @author Neale, M. A. / total: 10
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| Author: | Polzer, J. T. Mannix, E. A. Neale, M. A. |
| Title: | Interest alignment and coalitions in multiparty negotiation. |
| Journal: | Academy of Management Journal
1998 : FEB, VOL. 41:1, p. 42-54 |
| Index terms: | NEGOTIATION BARGAINING HUMAN RELATIONS COLLECTIVE BARGAINING |
| Language: | eng |
| Abstract: | This study tested hypotheses developed from the distinct literatures on negotiations and coalitions and hypotheses integrating the two. In a complex, three-person negotiation simulation, subjects had to decide jointly how to allocate two resource pools. They were given multiple pieces of information regarding their negotiation preferences, coalition alternatives, and entitlements. Coalition alternatives and entitlement cues affected only the resource pools, including the one to which these interests were not directly linked. The importance of integrating negotiation and coalition research is discussed in a way that incorporates the social dynamics of the negotiation interaction. |
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