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| Behavioral Science Research | 2 |
| Motivation | 2 |
| Social Exchange Theory | 2 |
| Behavior Patterns | 1 |
| Collective Bargaining | 1 |
| Conflict | 1 |
| Credibility | 1 |
| Cultural Influences | 1 |
| Difficulty Level | 1 |
| Expectation | 1 |
| Human Relations | 1 |
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| Journal of Personality and… | 1 |
Author
| Kelley, H. H. | 1 |
| Magenau, John | 1 |
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| Reports - Research | 1 |
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Peer reviewedKelley, H. H.; And Others – Journal of Personality and Social Psychology, 1970
Analyzes negotiation behavior in a mixed-motive, incomplete-information problem and includes among the results that increasing the difficulty of the bargaining problem increased trial time and decreased the frequency of agreement. Tables, graphs, and bibliography. (RW)
Descriptors: Behavior Patterns, Behavioral Science Research, Conflict, Cultural Influences
Download full textMagenau, John; And Others – 1976
This research tests the hypothesis that trust is a prerequisite for the exchange of information about needs and priorities in negotiation. Bargainers who do not trust one another will fail to exchange information because they fear exploitation. Aspiration level and trust were manipulated in a simulated bargaining task. Bargainers induced to trust…
Descriptors: Behavioral Science Research, Collective Bargaining, Credibility, Expectation
