- Conflicting social motives in negotiating groupsLaurie R Weingart
David A Tepper School of Business, Carnegie Mellon University, Pittsburg, PA 15213, USA
J Pers Soc Psychol 93:994-1010. 2007..Results from analyses of strategy sequences showed that cooperators responded more systematically to others' behaviors than did individualists. They also redirected the negotiation depending on group composition...
- Unilateral concessions from the other party: concession behavior, attributions, and negotiation judgmentsSeungwoo Kwon
Graduate School of Industrial Administration, Carnegie Mellon University, Pittsburgh, PA, USA
J Appl Psychol 89:263-78. 2004..Participants' attributions for why the concession was actually made, in turn, had a main effect on satisfaction and judgments of the negotiation. Study 2 replicated some, but not all, of these findings...