The role of issues in negotiation: Framing, linking, and ordering
D Druckman, L Wagner - Negotiation Journal, 2021 - Wiley Online Library
Three aspects of negotiation issues are framing (types of issues), linking (relationships
among the issues), and ordering (procedures for discussing them). In this essay, we review …
among the issues), and ordering (procedures for discussing them). In this essay, we review …
Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.
M Warsitzka, H Zhang, B Beersma… - Journal of Applied …, 2024 - psycnet.apa.org
The present research investigates how the number of issues affects the quality of outcomes
in terms of joint gains and impasse rates in integrative negotiations. In the literature, two …
in terms of joint gains and impasse rates in integrative negotiations. In the literature, two …
Who is best at mediating a social conflict? Comparing robots, screens and humans
D Druckman, L Adrian, MF Damholdt… - Group Decision and …, 2021 - Springer
The impacts of various mediation platforms on negotiation outcomes and perceptions are
compared in this article. The mediator platforms contrasted were a (teleoperated) Telenoid …
compared in this article. The mediator platforms contrasted were a (teleoperated) Telenoid …
A study of integrative bargaining model with argumentation-based negotiation
E-commerce is increasingly competitive and there is a constant need for new approaches
and technology to facilitate exchange. Emerging techniques include the use of artificial …
and technology to facilitate exchange. Emerging techniques include the use of artificial …
NegotiAct: Introducing a comprehensive coding scheme to capture temporal interaction patterns in negotiations
In the present research, we developed NegotiAct, a comprehensive coding scheme for
negotiations, comprising 47 mutually exclusive behavioral codes. NegotiAct was derived by …
negotiations, comprising 47 mutually exclusive behavioral codes. NegotiAct was derived by …
Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done
In three studies, we investigate a new low-trust path to negotiate joint gains. Study 1 used
meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts …
meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts …
Negotiation and bargaining
W Steinel, F Harinck - Oxford Research Encyclopedia of Psychology, 2020 - oxfordre.com
Bargaining and negotiation are the most constructive ways to handle conflict. Economic
prosperity, order, harmony, and enduring social relationships are more likely to be reached …
prosperity, order, harmony, and enduring social relationships are more likely to be reached …
How cognitive issue bracketing affects interdependent decision-making in negotiations
In this article, we extend theorizing on how actors in individual decision-making situations
deal with multiple choices (choice bracketing) in an important joint, interdependent decision …
deal with multiple choices (choice bracketing) in an important joint, interdependent decision …
Effect of negotiation skills training program on head nurses' knowledge and behavior
Background Negotiating is a common occurrence and a significant part of everyday tasks for
head nurses. The ability of the head nurse to effectively negotiate is a crucial management …
head nurses. The ability of the head nurse to effectively negotiate is a crucial management …
Toward a process model of first offers and anchoring in negotiations
There is a wide consensus that first offers have a significant impact on negotiation outcomes
by causing an anchoring effect. Many aspects of first offers have been analyzed, including …
by causing an anchoring effect. Many aspects of first offers have been analyzed, including …