Experience in integrative negotiations: What needs to be learned?
نویسندگان
چکیده
In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents’ general priorities among issues versus understanding their speciWc gains for particular oVers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the speciWc gains had an incremental eVect on performance. We conclude that while generally acknowledging opponents’ interests is not suYcient, the additional inferential step of assessing their speciWc gains throughout the negotiation process is advantageous. © 2006 Elsevier Inc. All rights reserved.
منابع مشابه
The mediating role of integrative self-knowledge in the relationship between basic psychological needs and cognitive emotion regulation strategies in adolescents
The purpose of this study was to investigate the mediating role of integrative self-knowledge on the relationship between basic psychological needs and Cognitive Emotion Regulation strategies in adolescents. The population of this research is all high school students in Yazd in 2017-2018. A total of 329 people (157 girls and 162 boys) were selected through available sampling. The data gathering...
متن کاملInvestigating the Processes and Means Involved in EAP Teacher Learning: A Sociocultural Analysis of In-Service Teachers' Experience as They Professionally Learn
There is little understanding of the processes and means involved in teacher learning. Further research is needed to better understand what happens when teachers learn. Therefore, using sociocultural theory (SCT) as a theoretical framework, English for Academic Purposes (EAP) teacher learning was documented and examined. To achieve this goal, an in-depth description of nine in-service EAP teach...
متن کاملAn Integrative Review of the Psychosocial Impacts of COVID-19 on Frail Older Adults: Lessons to Be Learned in Pandemics
Introduction: The COVID-19 pandemic has inflicted tremendous pressure on people, including older adults. Frail older adults are more susceptible to the adverse consequences of the pandemic. Although many studies have investigated the susceptibility and poor medical outcomes of COVID-19 in frail people, a few studies have explored the psychosocial effects of the pandemic on this group of vulnera...
متن کاملMultilateralism after the Failure of the DDR and Climate Change Negotiations
This paper examines the two most important current efforts to devise new rules binding all nations the negotiations in the WTO of trade rules and the negotiations under the UN Framework Convention on Climate Change to devise rules restricting the annual emissions of greenhouse gases. Both negotiations have failed after several years of intensive effort. There are remarkable parallels in these ...
متن کاملLearning Needs Assessment in Bachelor of Nursing: a Qualitative Research
Introduction: One of the most important components of educational technology is educational needs assessment. This study tried to answer the question of, what the real needs of bachelor nursing students based on their experience? and what themes the refer to as their learning needs. Method: A phenomenology research was performed to study the experience of students regarding their learning nee...
متن کامل