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Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy

  • O'Connor, Kathleen M.
  • Arnold, Josh A.
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 84 (2001)
    Issue (Month): 1 (January)
    Pages: 148-176

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    Handle: RePEc:eee:jobhdp:v:84:y:2001:i:1:p:148-176
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    1. 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.
    2. Mannix, Elizabeth A. & Tinsley, Catherine H. & Bazerman, Max, 1995. "Negotiating over Time: Impediments to Integrative Solutions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(3), pages 241-251, June.
    3. Silver, William S. & Mitchell, Terence R. & Gist, Marilyn E., 1995. "Responses to Successful and Unsuccessful Performance: The Moderating Effect of Self-Efficacy on the Relationship between Performance and Attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(3), pages 286-299, June.
    4. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    5. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
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