haku: @author Robinson, R.J. / yhteensä: 1
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| Tekijä: | Robinson, R.J. Lewicki, R.J. Donahue, E.M. |
| Otsikko: | Extending and testing a five factor model of ethical and unethical bargaining tactics: Introducing the SINS scale |
| Lehti: | Journal of Organizational Behavior
2000 : SEP, VOL. 21:6, p. 649-664 |
| Asiasana: | Negotiation Professional ethics Organizational behaviour Models USA |
| Kieli: | eng |
| Tiivistelmä: | Using a questionnaire derived from previous research, MBA students in a semester-long negotiation course rated 30 deceptive negotiation tactics on a 7-point appropriate-inappropriate scale. Factor analysis of these ratings yielded 5 primary factors representing a model of unethical tactics in negotiation contexts: 1. traditional competitive bargaining, 2. attacking an opponent's network, 3. misrepresentation/lying, 4. misuse of information, and 5. false promises. The factors may be reliably measured using a 16-item questionnaire called the Self-Reporting Inappropriate Negotiation Strategies Scale. |
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