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| Author: | Druckman, D. Olekalns, M. Smith, P.L. |
| Title: | Interpretive filters: Social cognition and the impact of turning points in negotiation |
| Journal: | Negotiation Journal
2009 : JAN, VOL. 25:1, p. 13-40 |
| Index terms: | power trust negotiation |
| Freeterms: | processes orientations outcomes |
| Language: | eng |
| Abstract: | This article presents the results of two experiments designed to explore the impacts of two types of precipitating (as: prcpts.) actions, external and internal. The 1st experiment focused on external actions. It is found that crises, as opposed to breakthroughs, produced more movement in negotiations (here as: negt/s.) with parties viewing the social climate (as: soc-clmt/s.) positively (high trust, low power). It is found that parties achieved less movement in negative soc-clmt/s. (low trust, high power). The 2nd one focused on internal actions. It is found that cooperative prcpts., that's factors inducing change, were more likely to occur with parties negotiating in the context of positive soc-clmt/s. Climate also influenced on negt/s. outcomes. Better individual outcomes were found for negt/s. happening in pos-clmt/s. (high trust, cooperative orientations). In both experiments, the soc-clmt/s. of the negt/s. moderated the effects of prcpts. factors on negt/s. outcomes. |
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