Breaking The Bonds of Reciprocity in Negotiations  

Oleh:

Shapiro, Debra L. ; Lytle, Anne E. ; Brett, Jeanne M.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: The Academy of Management Journal vol. 41 no. 4 (Aug. 1998), page 410-424.
Topik: NEGOTIATION; breaking the bonds; reciprocity in negotiations
Fulltext: AA36_41-04_Jeanne M Brett.pdf (466.28KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: AA36.3 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated the relationship between outcomes and the relative frequency of reciprocated contentious communications. Results confirmed the hypotheses, showing that extreme distributive outcomes are related to the relative frequency of reciprocated contentious communications and that conflict spirals can be stopped by various communication strategies. Theoretical and practical implications for managing contentious negotiations are discussed.

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