Getting the floor: Motive-consistent strategy and individual outcomes in multi-party negotiations

Group Decision and Negotiation

Volumn 14, Issue 1, 2005, Pages 21-41

  Kern, Mary C ^a   Brett, Jeanne M ^a   Weingart, Laurie R ^b  

^a NORTHWESTERN UNIVERSITY   (United States)

^b CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

Individual outcome; Multi party negotiation; Negotiation; Social motives

Indexed keywords

EID: 17744367869     PISSN: 09262644     EISSN: None     Source Type: Journal    
DOI: 10.1007/s10726-005-3874-7     Document Type: Article

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