IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v87y2002i2p227-252.html
   My bibliography  Save this article

Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive

Author

Listed:
  • Beersma, Bianca
  • De Dreu, Carsten K. W.

Abstract

No abstract is available for this item.

Suggested Citation

  • Beersma, Bianca & De Dreu, Carsten K. W., 2002. "Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 227-252, March.
    • Handle: RePEc:eee:jobhdp:v:87:y:2002:i:2:p:227-252
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(01)92964-4
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    2. Mannix, Elizabeth A., 1993. "Organizations as Resource Dilemmas: The Effects of Power Balance on Coalition Formation in Small Groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(1), pages 1-22, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Rudolf Vetschera & D. Kilgour, 2014. "Fair division of indivisible items between two players: design parameters for Contested Pile methods," Theory and Decision, Springer, vol. 76(4), pages 547-572, April.
    2. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.
    3. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
    4. van Ginkel, Wendy P. & van Knippenberg, Daan, 2008. "Group information elaboration and group decision making: The role of shared task representations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 105(1), pages 82-97, January.
    5. Yuan Sun & Shuyue Fang & Yujong Hwang, 2019. "Investigating Privacy and Information Disclosure Behavior in Social Electronic Commerce," Sustainability, MDPI, vol. 11(12), pages 1-27, June.
    6. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    7. Dacinia Crina Petrescu, 2017. "What Triggers A Negotiation €“ An Economic Or A Social Goal?," EcoForum, "Stefan cel Mare" University of Suceava, Romania, Faculty of Economics and Public Administration - Economy, Business Administration and Tourism Department., vol. 6(1), pages 1-24, January.
    8. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
    9. Leeuwen, Jerry van & Heijden, Hans van der & Kronsteiner, Reinhard, 2003. "Group Decision Support for Resource Allocation Decisions in Three-Person Groups," Serie Research Memoranda 0025, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    10. Shay S. Tzafrir & Rudolph Joseph Sanchez & Keren Tirosh-Unger, 2012. "Social Motives and Trust: Implications for Joint Gains in Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 839-862, November.
    11. Beersma, Bianca & Homan, Astrid C. & Van Kleef, Gerben A. & De Dreu, Carsten K.W., 2013. "Outcome interdependence shapes the effects of prevention focus on team processes and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(2), pages 194-203.
    12. Grant Savage & Michele Bunn & Barbara Gray & Qian Xiao & Sijun Wang & Elizabeth Wilson & Eric Williams, 2010. "Stakeholder Collaboration: Implications for Stakeholder Theory and Practice," Journal of Business Ethics, Springer, vol. 96(1), pages 21-26, August.
    13. Schippers, M.C., 2020. "Majority Decision Making Works Best under Conditions of Leadership Ambiguity and Shared Task Representations," ERIM Report Series Research in Management ERS-2020-011-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    14. Sabina Ramona Trif & Petru Lucian Curșeu & Oana Cătălina Fodor, 2023. "Individual Versus Group Negotiation in Multiparty Systems: The Effect of Power and Goal Difficulty on Negotiation Outcomes in a Potential Gain Task," Group Decision and Negotiation, Springer, vol. 32(1), pages 209-232, February.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Myung-Ho Chung & Yumi Ko & Jee-Young Kim, 2020. "Group power structure, inter-subgroup cross-dependency, and work group performance," Asia Pacific Journal of Management, Springer, vol. 37(1), pages 297-323, March.
    2. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    3. O'Connor, Kathleen M., 1997. "Groups and Solos in Context: The Effects of Accountability on Team Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(3), pages 384-407, December.
    4. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    5. Bottom, William P., 1998. "Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 89-112, November.
    6. Vittorio Pelligra & Tommaso Reggiani & Daniel John Zizzo, 2020. "Responding to (un)reasonable requests by an authority," Theory and Decision, Springer, vol. 89(3), pages 287-311, October.
    7. Roch, Sylvia G. & Lane, John A. S. & Samuelson, Charles D. & Allison, Scott T. & Dent, Jennifer L., 2000. "Cognitive Load and the Equality Heuristic: A Two-Stage Model of Resource Overconsumption in Small Groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 185-212, November.
    8. Peter Sheldon & Nancy Kohn, 2007. "AWAs and Individual Bargaining in the Era of WorkChoices: A Critical Evaluation Using Negotiation Theory," The Economic and Labour Relations Review, , vol. 18(1), pages 115-142, November.
    9. Robert, Christopher & Carnevale, Peter J., 1997. "Group Choice in Ultimatum Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(2), pages 256-279, November.
    10. Andrew M. Carton & Basima A. Tewfik, 2016. "Perspective—A New Look at Conflict Management in Work Groups," Organization Science, INFORMS, vol. 27(5), pages 1125-1141, October.
    11. Sidhu, Jatinder S. & Volberda, Henk W., 2011. "Coordination of globally distributed teams: A co-evolution perspective on offshoring," International Business Review, Elsevier, vol. 20(3), pages 278-290, June.
    12. Cabaleiro, Goretti, 2019. "Sources of appropriation capacity in licensing agreements," Technovation, Elsevier, vol. 86, pages 48-61.
    13. Wiltermuth, Scott S. & Raj, Medha & Wood, Adam, 2018. "How perceived power influences the consequences of dominance expressions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 146(C), pages 14-30.
    14. V. Pelligra & T. Reggiani & D.J. Zizzo, 2016. "Responding to (Un)Reasonable Requests," Working Paper CRENoS 201614, Centre for North South Economic Research, University of Cagliari and Sassari, Sardinia.
    15. Tinsley, Catherine H. & Brett, Jeanne M., 2001. "Managing Workplace Conflict in the United States and Hong Kong," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(2), pages 360-381, July.
    16. Ricky S. Wong & Susan Howard, 2017. "Blinded by Power: Untangling Mixed Results Regarding Power and Efficiency in Negotiation," Group Decision and Negotiation, Springer, vol. 26(2), pages 215-245, March.
    17. Northcraft, Gregory B. & Preston, Jared N. & Neale, Margaret A. & Kim, Peter H. & Thomas-Hunt, Melissa C., 1998. "Non-linear Preference Functions and Negotiated Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 73(1), pages 54-75, January.
    18. Sitzia, Stefania & Zizzo, Daniel John, 2012. "Price lower and then higher or price higher and then lower?," Journal of Economic Psychology, Elsevier, vol. 33(6), pages 1084-1099.
    19. Kopelman, Shirli, 2009. "The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(1), pages 153-163, January.
    20. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:87:y:2002:i:2:p:227-252. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.