haku: @author Prietula, M. J. / yhteensä: 4
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| Tekijä: | Weingart, L. R. Hyder, E. B. Prietula, M. J. |
| Otsikko: | Knowledge matters : the effect of tactical descriptions on negotiation behavior and outcome |
| Lehti: | Journal of Personality and Social Psychology
1996 : JUN, VOL. 70:6, p. 1205-1217 |
| Asiasana: | NEGOTIATION BARGAINING INDIVIDUAL BEHAVIOUR INFORMATION |
| Kieli: | eng |
| Tiivistelmä: | The impact of tactical knowledge on negotiation behaviors and joint outcomes is examined. It is hypothesized that the availability of written descriptions of negotiation tactics will provide negotiators with the knowledge necessary to apply in a mixed-motive negotiation and that, as a result, these negotiators will engage in different behaviors leading to higher joint outcomes than will negotiators without this knowledge. Ninety dyads engaged in a multi-issue joint venture negotiation: 45 dyads were provided tactical descriptions, and the other 45 were not. Dyads with tactical knowledge engaged in more integrative behaviors and achieved higher joint outcomes, with integrative behaviors serving as mediators of the knowledge- outcome effect. |
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