What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf
Author
Abstract
Suggested Citation
Download full text from publisher
References listed on IDEAS
- Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
- Robertson, Christopher J. & Al-Khatib, Jamal A. & Al-Habib, Mohammed & Lanoue, Darryl, 2001. "Beliefs about work in the Middle East and the convergence versus divergence of values," Journal of World Business, Elsevier, vol. 36(3), pages 223-244, October.
- Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Hart, Einav & Schweitzer, Maurice E., 2022. "When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
- Yossi Maaravi & Asya Pazy & Yoav Ganzach, 2014. "Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(6), pages 548-557, November.
- repec:cup:judgdm:v:9:y:2014:i:6:p:548-557 is not listed on IDEAS
- Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
- Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
- Mara Olekalns & Philip L. Smith, 2018. "A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 27(2), pages 179-196, April.
- Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2004. "Do You a Favor? Social Implications of High Aspirations in Negotiation," Working Paper Series rwp04-033, Harvard University, John F. Kennedy School of Government.
- Michael J Weir & Catherine M Ashcraft & Natallia Leuchanka Diessner & Bridie McGreavy & Emily Vogler & Todd Guilfoos, 2020. "Language effects on bargaining," PLOS ONE, Public Library of Science, vol. 15(3), pages 1-20, March.
- SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
- Chun, Jinseok S. & Brockner, Joel & De Cremer, David, 2018. "How temporal and social comparisons in performance evaluation affect fairness perceptions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 145(C), pages 1-15.
- Guilfoos, Todd & Kurtz, Kenneth J., 2017. "Evaluating the role of personality trait information in social dilemmas," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 68(C), pages 119-129.
- Dina M. Abdelzaher & Amir Abdelzaher, 2017. "Beyond Environmental Regulations: Exploring the Potential of “Eco-Islam” in Boosting Environmental Ethics Within SMEs in Arab Markets," Journal of Business Ethics, Springer, vol. 145(2), pages 357-371, October.
- Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
- Putthiwanit, Chutinon & Ho, Shu-Hsun, 2011. "Buyer success and failure in bargaining and its consequences," MPRA Paper 33588, University Library of Munich, Germany.
- Berninghaus, Siegfried K. & Ehrhart, Karl-Martin & Ott, Marion, 2012. "Forward-looking behavior in Hawk–Dove games in endogenous networks: Experimental evidence," Games and Economic Behavior, Elsevier, vol. 75(1), pages 35-52.
- Ana Isabel Silva Almeida & Aurora A. C. Teixeira, 2017. "On The Work Values Of Entrepreneurs And Non-Entrepreneurs: A European Longitudinal Study," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 22(02), pages 1-29, June.
- Rice, Gillian, 2003. "The challenge of creativity and culture: a framework for analysis with application to Arabian Gulf firms," International Business Review, Elsevier, vol. 12(4), pages 461-477, August.
- Katharina Dowling & Lucas Stich & Martin Spann, 2021.
"An experimental analysis of overconfidence in tariff choice,"
Review of Managerial Science, Springer, vol. 15(8), pages 2275-2297, November.
- Dowling, Katharina & Spann, Martin & Stich, Lucas, 2019. "An Experimental Analysis of Overconfidence in Tariff Choice," Rationality and Competition Discussion Paper Series 154, CRC TRR 190 Rationality and Competition.
- Li Ma & Judi McLean Parks, 2012. "Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics," Journal of Business Ethics, Springer, vol. 106(2), pages 161-175, March.
- Posavac, Steven S. & Kardes, Frank R. & Josko Brakus, J., 2010. "Focus induced tunnel vision in managerial judgment and decision making: The peril and the antidote," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(2), pages 102-111, November.
- Eric T. Anderson & Duncan I. Simester, 2008. "—Does Demand Fall When Customers Perceive That Prices Are Unfair? The Case of Premium Pricing for Large Sizes," Marketing Science, INFORMS, vol. 27(3), pages 492-500, 05-06.
More about this item
Keywords
negotiation; social psychological outcomes; subjective value; honesty; patience; trust;All these keywords.
JEL classification:
- M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:1-11. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Klara Cermakova (email available below). General contact details of provider: https://ijobm.iises.net/ .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.