作者:Michael Schaerer , Laurel Teo ...
来源:[J].Current Opinion in Psychology, 2020, Vol.33, pp.47-51Elsevier
摘要:This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic ...
作者:Michael Schaerer , David D. Loschelder , Roderick I. Swaab
来源:[J].Organizational Behavior and Human Decision Processes, 2016, Vol.137, pp.156-171Elsevier
摘要:Abstract(#br)We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation pri...
作者:Roderick I. Swaab , Katherine W. Phillips , Michael Schaerer
来源:[J].Organizational Behavior and Human Decision Processes, 2016, Vol.133, pp.17-32Elsevier
摘要:Abstract(#br)We examined the impact of secret conversation opportunities during virtual team discussions on majority opinion holders’ motivation to attend to minority opinion holders. Studies 1a and b showed that majorities were more motivated to process others’ arguments wh...


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