When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations

Group Processes and Intergroup Relations

Volumn 13, Issue 6, 2010, Pages 741-763

  Trötschel, Roman ^a   Hüffmeier, Joachim ^b   Loschelder, David D ^a  

^a UNIVERSITY OF TRIER   (Germany)

^b UNIVERSITY OF MÜNSTER   (Germany)

Author keywords

concession making; discontinuity effect; distributive and integrative negotiation; intergroup behaviour; social identity

Indexed keywords

EID: 78049384847     PISSN: 13684302     EISSN: 14617188     Source Type: Journal    
DOI: 10.1177/1368430210374608     Document Type: Article

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