Social Motives and Trust: Implications for Joint Gains in Negotiations

Group Decision and Negotiation

Volumn 21, Issue 6, 2012, Pages 839-862

  Tzafrir, Shay S ^a   Sanchez, Rudolph Joseph ^b   Tirosh Unger, Keren ^c  

^a UNIVERSITY OF HAIFA   (Israel)

^b CALIFORNIA STATE UNIVERSITY   (United States)

^c TECHNION ISRAEL INSTITUTE OF TECHNOLOGY   (Israel)

Author keywords

Joint gains; Motivational orientation; Negotiation; Social value orientation; Trust

Indexed keywords

EID: 84867101945     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-011-9252-8     Document Type: Article

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