When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation
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References listed on IDEAS
- Davis, James H., 1992. "Some compelling intuitions about group consensus decisions, theoretical and empirical research, and interpersonal aggregation phenomena: Selected examples 1950-1990," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(1), pages 3-38, June.
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- 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.
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More about this item
KeywordsRepresentative negotiation Homogeneous or heterogeneous consistency Intergroup negotiation Intragroup conflict Social influence Decision rules Social value orientation;
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