Extremely difficult negotiator goals: Do they follow the predictions of goal-setting theory?
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References listed on IDEAS
- Pinkley, Robin L. & Neale, Margaret A. & Bennett, Rebecca J., 1994. "The Impact of Alternatives to Settlement in Dyadic Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(1), pages 97-116, January.
- Curhan, Jared R. & Neale, Margaret A. & Ross, Lee & Rosencranz-Engelmann, Jesse, 2008. "Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 192-205, November.
- Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
- 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.
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KeywordsNegotiation; Negotiation goals; Extremely difficult goals;
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