Conflict issues matter : how conflict issues influence negotiation

Authors	S. Harinck
Supervisors	C.K.W. de Dreu
Cosupervisors	A.E.M. van Vianen
Award date	19-10-2001
Number of pages	173
Organisations	Faculty of Social and Behavioural Sciences (FMG) - Psychology Research Institute (PsyRes)
Document type	PhD thesis
Note	Research conducted at: Universiteit van Amsterdam
Language	English
Downloads	Thesis Cover Titlepage Acknowledgements Contents Chapter 1 Negotiation and Conflict Issues: An Introduction Chapter 2 Persuasive Arguments and Beating Around the Bush in Negotiation: The Role of Conflict Issues Chapter 3 The Impact of Conflict Issues on Fixedpie Perceptions, Problem Solving and Integrative Outcomes in Negotiation Chapter 4 Indecent Proposals and Temporary Impasses: Effects of Interests and Values on Distributive and Integrative Negotiation Behavior and Outcomes Chapter 5 General Discussion and Conclusions Summary Samenvatting Appendix A: Manipulation of the Conflict Issue in the Participants' Instruction Appendix B: Case chart Lawyer References Stellingen Cover
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