ISSN:0894-3796    

DOI:10.1002/job.4030060102

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

摘要:

AbstractThe study of the negotiation process has enjoyed a recent resurgence of scholarly interest. Of particular concern is the ability of negotiators to achieve solutions which result in integrative outcomes. The purpose of this study is to identify the effects of different levels of aspiration/goals on negotiator success and their ability to reach integrative solutions in a competitive market. One hundred fifty‐eight subjects who were assigned one of four levels of goal difficulty‐no goal, compromise goal, challenging goal, and difficult goal‐participated in a competitive, multi‐person, multi‐transaction market simulation. The study found (1) challenging and difficult goals significantly enhanced participants' performance; (2) the more difficult the goal, the fewer transactions were completed; and (3) while there were no differences in total profitability among the challenging goal, compromise goal, and no goal, the difficult goal condition had a significant and negative effect on the ability of participants to achieve profitable outcomes within the market. A discussion of these findings and directions for future research are

ISSN:0894-3796    

DOI:10.1002/job.4030060103

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

摘要:

AbstractAny group that includes three or more people provides the opportunity for its members to form coalitions. This study used two three‐person games to investigate the formation of blocs, the joint action of two people against a third. The process as well as the outcomes of negotiations were observed: in addition to the two games, the secrecy of negotiations and the experience of the bargainers were studied. The results did not support either the applicable game theoretic predictions, or several hypotheses concerning the independent variables. Equal splits of the potential payoffs and altruistic blocs, who offered relatively high payoffs to the excluded third players, predominated. The results are discussed with respect to the political process or organizational group

ISSN:0894-3796    

DOI:10.1002/job.4030060104

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

摘要:

AbstractThe purpose of this study was to examine the impact of three situational variables‐time pressure to resolve the dispute, expectation of future relations between disputants and range of impact of the settlement on future conflicts—on a third party's style of managing a dispute. These variables were systematically manipulated in two different case scenarios and presented to respondents in questionnaire form. It was hypothesized that these variables would differentially affect the parties' willingness to exert control over the outcome of the conflict and the process by which the parties attempted to achieve resolution. The predisposition of the respondents to adopt one of four specific third party styles (adversarial intervention, inequisitorial intervention, mediation and providing impetus) was also measured, to determine both overall preference for each style and preference as a function of the independent variables.The results demonstrate that respondents were significantly more likely to employ outcome control strategies when they were under time pressure, when the disputants would not be likely to work together in the future, and when the settlement would have broad impact on the resolution of other disputes. Differences for the two case scenarios were also noted. The disposition to use process control was stronger when the third party did not expect the disputants to interact in the future; the results for time pressure were less clear. Finally, expressed preferences for particular third party styles were consistent with the main effects noted for outcome control, and ambiguous with regard to the effects for process control. Respondents said that they clearly preferred mediation as a third party style, but it is not clear that the parties truly understood mediation versus other forms of dispute management. Implications are drawn for further examination of those factors which predispose managers to use outcome or process control in dispute intervent

ISSN:0894-3796    

DOI:10.1002/job.4030060105

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

摘要:

AbstractThis paper presents a case study of negotiations over the combination of a small manufacturing firm into a multi‐billion dollar conglomerate following its 'white knight' acquisition. It focuses on the strategic and tactical conflicts between the two firms and traces these to the party's emotional reactions to the combination. Feeling of loss versus gain in the two firms, each party's sense of uncertainty and threat, and their moves toward proactive versus reactive control in the combination are analysed to identify the roots of strategic conflict. These feelings, plus incompatibilities in the two company's managements, business systems, corporate cultures, and goals for combination ramify in conflict in the negotiations themselves. The paper concludes with a more generic model illustrating contextual features of combinations that shape human reactions and conflicts in negotiations after the sal

ISSN:0894-3796    

DOI:10.1002/job.4030060106

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

ISSN:0894-3796    

DOI:10.1002/job.4030060107

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY

ISSN:0894-3796    

DOI:10.1002/job.4030060101

出版商:John Wiley&Sons, Ltd.    

年代:1985

数据来源: WILEY