search query: @indexterm NEGOTIATION / total: 621
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| Author: | Volkema, R. Fleck, D. Hofmeister, A. |
| Title: | Predicting competitive-unethical negotiating behavior and its consequences |
| Journal: | Negotiation Journal
2010 : JUL, VOL. 26:3, p. 263-286 |
| Index terms: | negotiation ethics attitudes |
| Freeterms: | behaviour |
| Language: | eng |
| Abstract: | This study investigates the relationships btw. negotiators' (henceforth as: negtr.) attitudes toward competitive and unethical tactics, their actual use of the tactics, and their subsequent perceptions of reputation and performance in 2-party, e-mail-based negotiations. There are found several predictors of competitive-unethical (hereafter as: c-u.) behaviour, incl. a negtr's attitude toward c-u. tactics, early use of c-u. tactics, and the behaviour of a negotiating counterpart. Moreover, the perceived honesty of one's counterpart rather than the actual use of c-u. behaviours was associated with a negtr's perceptions of the collective or joint outcome. |
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