When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation

Organizational Behavior and Human Decision Processes

Volumn 109, Issue 1, 2009, Pages 67-78

  Steinel, Wolfgang ^a   De Dreu, Carsten K W ^b   Ouwehand, Elsje ^b   Ramírez Marín, Jimena Y ^b  

^a LEIDEN UNIVERSITY   (Netherlands)

^b UNIVERSITY OF AMSTERDAM   (Netherlands)

Author keywords

Decision rules; Homogeneous or heterogeneous consistency; Intergroup negotiation; Intragroup conflict; Representative negotiation; Social influence; Social value orientation

Indexed keywords

EID: 64049096709     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2008.12.002     Document Type: Article

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