Descriptor
| Behavioral Science Research | 1 |
| Communication (Thought… | 1 |
| Expectation | 1 |
| Individual Characteristics | 1 |
| Negotiation Agreements | 1 |
| Organizational Communication | 1 |
| Power Structure | 1 |
| Prediction | 1 |
| Predictor Variables | 1 |
Source
| Communication Monographs | 1 |
Author
| Donohue, William Anthony | 1 |
Publication Type
| Journal Articles | 1 |
| Reports - Research | 1 |
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Peer reviewedDonohue, William Anthony – Communication Monographs, 1978
Develops an empirical framework for examining the process and outcome of negotiation. The hypothesis of the proposed model is confirmed indicating that prenegotiation expectations and social power strategy implementation are the most significant predictors of outcome. Also examines the situation and personality traits relevant to the negotiation…
Descriptors: Behavioral Science Research, Communication (Thought Transfer), Expectation, Individual Characteristics
