Tolerance of ambiguity, information, and negotiation

Psychological Reports

Volumn 89, Issue 1, 2001, Pages 57-64

  Yurtsever, Gülcimen ^a  

^a NONE   (Turkey)

Author keywords

[No Author keywords available]

Indexed keywords

ADULT; ARTICLE; COMMERCIAL PHENOMENA; CONTROL; DECISION MAKING; FEMALE; HUMAN; INTERPERSONAL COMMUNICATION; MALE; TURKEY (REPUBLIC);

ADULT; COMMERCE; DECISION MAKING; FEMALE; HUMAN; INTERNAL-EXTERNAL CONTROL; MALE; NEGOTIATING; TURKEY;

EID: 0035431628     PISSN: 00332941     EISSN: 1558691X     Source Type: Journal    
DOI: 10.2466/pr0.2001.89.1.57     Document Type: Article

References (39)

1. BAZERMAN, M. H., & CAROLL, J. (1987) Negotiator cognition. In B. Slaw & L. L. Cumming (Eds.), Research in organizational behavior. Vol. 9. Greenwich, CT: JAI Press. Pp. 247-288.
2. BAZERMAN, M. H., & NEALE, M. A. (1983) Heuristics in negotiation limitations to effective dispute resolution. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations. Beverly HUIs, CA: Sage. Pp. 51-56.
3. BOTTOM, W. P., & PAESE, P. W. (1999) Judgment accuracy and the asymmetric cost of errors in distribute bargaining. Group Decision and Negotiation, 8, 349-364.
4. BUDNER, S. (1962) Intolerance of ambiguity as a personality. Journal of Personality, 30, 29-50.
5. CROSS, J. (1965) A theory of bargaining process. American Economic Review, 140, 67-94.
6. FRANKEL, D. M. (1998) Creative bargaining. Games and Economic Behavior, 23, 43-53.
7. GODFREY, R. M. (1995) Negotiating ethically to reduce conflict cost in transitional firms. International Journal of Management, 12, 173-181.
8. GRAHAM, J. L. (1985) Cross-cultural marketing negotiations: a laboratory experiment. Marketing Science, 4, 130-146.
9. GRAHAM, J. L. (1993) The negotiation style characteristics of a distinct approach. Negotiation Journal, April, 123-139.
10. HAAN, N. (1986) Systematic variability in the quality of moral action as defined in two formulations. Journal of Personality and Social Psychology, 50, 1271-1284.
11. HEAD, T. C. (1998) Roles of self-monitoring and situational ambiguity in the social information processing model. Psychological Reports, 83, 1447-1453.
12. HEATH, C., & TWERSKY, A. (1991) Preference and belief: ambiguity and competence in choice under uncertainty. Journal of Risk and Uncertainty, 4, 5-28.
13. KELLEY, H. P. (1966) A classroom study of the dilemma in interpersonal negotiations. In K. Archibald (Ed.), Strategic interaction and conflict. Berkeley, CA: Institute of International Studies, Univer. of California. Pp. 49-53.
14. KURTINES, W. M. (1986) Moral behavior as rule governed behavior: person and situation effects on moral decision making. Journal of Personality and Social Psychology, 50, 784-791.
15. LEWICKI, R. J. (1983) Lying and deception: a behavioral model. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations. Beverly Hills, CA: Sage. Pp. 64-112.
16. LEWICKI, R. J., & ROBINSON, R. J. (1995) A factor analytic study of ethical and unethical bargaining tactics. (Working paper)
17. LEWICKI, R. J., & SPENCER, G. (1991) Ethical relativism and negotiating tactics: factors affecting their perceived ethicality. Paper presented at the Academy of Management Meetings, Miami, FL, August.
18. LEWIS, M. M. (1989) Liar's poker: rising through the wreckage on Wall Street. New York: Norton.
19. MARCH, J. G., & OLSEN, J. P. (1976) Ambiguity and choice in organizations. Bergen, Norway: Universitestsforloget.
20. MORRIS, M. H., MARKS, A. S., ALLEN, J. A., & PEERY, N. S. (1996) Moderating ethical attitudes and behavior under conditions of environmental turbulence: the case of South Africa. Journal of Business Ethics, 15, 1119-1130.
21. PRUITT, D. G. (1981) Negotiation behavior. New York: Academic Press.
22. PRUITT, D. G., & LEWIS, S. A. (1975) Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31, 621-633.
23. PRUITT, D. G., & RUBIN, J. (1986) Social conflict: escalation stalemate and settlement. New York: Random House.
24. RAIFFA, H. (1982) The art and science of negotiation. Cambridge, MA: Belknap.
25. ROBINSON, J. P., & SHAVER, R. R. (1969) Measure of social psychological attitudes. Ann Arbor, MI: Univer. of Michigan. Survey Research Center.
26. RUBINSTEIN, A. (1982) Perfect equilibrium in a bargaining model. Econometrica, 50, 97-109.
27. SALACUSE, J. W. (1999) Intercultural negotiation in international business. Group Decision and Negotiation, 8, 217-236.
28. SCHLENKER, B. R., & WEIGOLD, M. F. (1992) Interpersonal process involving impression regulation and management. Annual Review of Psychology, 43, 133-168.
29. SCHNEIER, C. (1979) Developing reliability, validity, and norm tables for a personality instrument. Educational and Psychological Measurement, 39, 599-612.
30. SCHWARTZ, S. H., & BILSKY, W. (1987) Toward a universal psychology structure of human values. Journal of Personality and Social Psychology, 53, 550-562.
31. SIDANIUS, J. (1988) Intolerance of ambiguity, conservatism and racism - whose reality? A reply to Ray. Political Psychology, 9, 309-316.
32. SMITH, S., & LEACH, C. (1972) A hierarchical measure of cognitive complexity. British Journal of Psychology, 63, 561-568.
33. SPIER, K. E. (1992) The dynamics of pietrical negotiation. Review of Economic Studies, 59, 93-108.
34. STRUDLAR, A. (1995) On the ethics of deception in negotiation. Business Ethics Quarterly, 5, 805-822.
35. THOMPSON, L. (1990) Negotiating behavior and outcomes: empirical evidence and theoretical issues. Psychological Bulletin, 108, 515-532.
36. THOMPSON, L., & HASTIE, R. (1988) Judgment tasks and biases in negotiations. In B. H. Sheppard M. H. Bazerman, & R. I. Lewicki (Eds.), Research in negotiations in organizations. Greenwich, CT: JAI Press. Chap. 2. Pp. 31-54.
37. TJOSVOLD, D. (1977) The effects of constituent's affirmation and the opposing negotiator's self-presentation in bargaining between unequal status groups. Organizational behavior and Human Performance, 18, 146-157.
38. URY, W. (1993) Getting past no. New York: Bantam Books.
39. WICKS, A. C. (1995) The business ethics movement. Ethics Quarterly, 5, 603-620.