Negotiation in dyads and groups : the effects of social and epistemic motives

Authors	F.S. ten Velden
Supervisors	C.K.W. de Dreu
Cosupervisors	B. Beersma
Award date	18-04-2008
ISBN	9789076269641
Number of pages	150
Publisher	Amsterdam: Kurt Lewin Instituut
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 Contents Chapter 1: Motivation in negotiation: an introduction Chapter 2: Majority and minority influence in group negotiation: the moderating effects of social motivation and decision rules Chapter 3: It takes one to tango: the effects of dyads' epistemic motivation composition in negotiation Chapter 4: When competition breeds equality: effects of appetitive versus aversive competition in negotiation Chapter 5: Goal expectations meet regulatory focus: how appetitive and aversive competition influence negotiation Chapter 6: General discussion Samenvatting (Dutch summary) References Acknowledgements
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