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The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation

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  • Harinck, Fieke
  • De Dreu, Carsten K. W.
  • Van Vianen, Annelies E. M.

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  • Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March.
    • Handle: RePEc:eee:jobhdp:v:81:y:2000:i:2:p:329-358
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    References listed on IDEAS

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    1. Ritov, Ilana, 1996. "Anchoring in Simulated Competitive Market Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(1), pages 16-25, July.
    2. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
    3. Robert B. McKersie & Charles R. Perry & Richard E. Walton, 1965. "Intraorganizational bargaining in labor negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 9(4), pages 463-481, December.
    4. 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.
    5. Thompson, Leigh & Loewenstein, George, 1992. "Egocentric interpretations of fairness and interpersonal conflict," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 176-197, March.
    6. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
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    Cited by:

    1. Carsten K. W. Dreu & Tim R. W. Wilde & Femke S. Velden, 2021. "Intergroup Competition Mitigates Effects of Reward Structure on Preference-Consistency Bias and Group Decision Failure," Group Decision and Negotiation, Springer, vol. 30(4), pages 885-902, August.
    2. Marc Buelens & Mieke Woestyne & Steven Mestdagh & Dave Bouckenooghe, 2008. "Methodological Issues in Negotiation Research: A State-of-the-Art-Review," Group Decision and Negotiation, Springer, vol. 17(4), pages 321-345, July.
    3. Fieke Harinck & Daniel Druckman, 2017. "Do Negotiation Interventions Matter? Resolving Conflicting Interests and Values," Journal of Conflict Resolution, Peace Science Society (International), vol. 61(1), pages 29-55, January.
    4. Gabriel Szulanski & Dimo Ringov & Robert J. Jensen, 2016. "Overcoming Stickiness: How the Timing of Knowledge Transfer Methods Affects Transfer Difficulty," Organization Science, INFORMS, vol. 27(2), pages 304-322, April.
    5. Luhgiatno Luhgiatno & Christantius Dwiatmadja, 2020. "Developing Optimal Distinctive Open Innovation in Private Universities: Antecedents and Consequences on Innovative Work Behavior and Employee Performance," International Journal of Higher Education, Sciedu Press, vol. 9(5), pages 1-19, October.
    6. Christoph Laubert & Ingmar Geiger, 2018. "Disentangling complexity: how negotiators identify and handle issue-based complexity in business-to-business negotiation," Journal of Business Economics, Springer, vol. 88(9), pages 1061-1103, December.
    7. Parent-Rocheleau, Xavier & Bentein, Kathleen & Simard, Gilles, 2020. "Positive together? The effects of leader-follower (dis)similarity in psychological capital," Journal of Business Research, Elsevier, vol. 110(C), pages 435-444.
    8. Merlone, Ugo & Lupano, Matteo, 2022. "Third party funding: The minimum claim value," European Journal of Operational Research, Elsevier, vol. 296(2), pages 738-747.
    9. Julian Goñi & Catalina Cortázar & Danilo Alvares & Uranía Donoso & Constanza Miranda, 2020. "Is Teamwork Different Online Versus Face-to-Face? A Case in Engineering Education," Sustainability, MDPI, vol. 12(24), pages 1-18, December.
    10. Zhuo-Jia Zhao & Hung-Hsin Chen & Kevin W. Li, 2020. "Management of Interpersonal Conflict in Negotiation with Chinese: A Perceived Face Threat Perspective," Group Decision and Negotiation, Springer, vol. 29(1), pages 75-102, February.
    11. Greer, Lindred L. & Caruso, Heather M. & Jehn, Karen A., 2011. "The bigger they are, the harder they fall: Linking team power, team conflict, and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(1), pages 116-128, September.
    12. Claude Alavoine, 2014. "Understanding the balance of power and ethics in a bank-customer negotiation," Working Papers 2014-221, Department of Research, Ipag Business School.
    13. Buelens, M. & Van De Woesteyne, M. & Steven Mestdagh & Dave Bouckenooghe, 2007. "Research methods in negotiation: 1965-2004," Vlerick Leuven Gent Management School Working Paper Series 2007-7, Vlerick Leuven Gent Management School.
    14. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    15. Ghada A. Altarawneh & Ahmad B. Hassanat & Ahmad S. Tarawneh & David Carfì & Abdullah Almuhaimeed, 2022. "Fuzzy Win-Win: A Novel Approach to Quantify Win-Win Using Fuzzy Logic," Mathematics, MDPI, vol. 10(6), pages 1-17, March.
    16. Gerben A. Kleef & Eric Dijk & Wolfgang Steinel & Fieke Harinck & Ilja Beest, 2008. "Anger in social conflict: Cross-situational comparisons and suggestions for the future," Group Decision and Negotiation, Springer, vol. 17(1), pages 13-30, January.

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