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

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  • Beersma, Bianca
  • De Dreu, Carsten K. W.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45JB1MS-X/2/8f34ffd8d213b8b145bf71bffedf10aa
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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 87 (2002)
    Issue (Month): 2 (March)
    Pages: 227-252

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    Handle: RePEc:eee:jobhdp:v:87:y:2002:i:2:p:227-252

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    Web page: http://www.elsevier.com/locate/obhdp

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    1. 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.
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    Cited by:
    1. 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.
    2. 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.
    3. 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.
    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.

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