NotesFAQContact Us
Collection
Advanced
Search Tips
Descriptor
Behavioral Science Research1
Communication (Thought…1
Communication Skills1
Decision Making1
Doctoral Dissertations1
Group Behavior1
Group Dynamics1
Higher Education1
Interaction Process Analysis1
Source
Author
Donohue, William Anthony1
Publication Type
Dissertations/Theses1
Education Level
Audience
Location
Laws, Policies, & Programs
Assessments and Surveys
What Works Clearinghouse Rating
Showing one result Save | Export
A Reconceptualization of Negotiation: Test of an Empirical Framework.
Donohue, William Anthony – 1976
The purpose of this study was to develop an empirical framework to help conceptualize the process and outcome of negotiation. Specifically, the hypothesis tested was that prenegotiation expectations, the use of power strategies, and individual personality traits will, in combination, predict the outcome of negotiation proceedings. A test of the…
Descriptors: Behavioral Science Research, Communication Skills, Communication (Thought Transfer), Decision Making