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When performance goals deter performance: Transfer of skills in integrative negotiations

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  • Bereby-Meyer, Yoella
  • Moran, Simone
  • Unger-Aviram, Esther

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  • Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    • Handle: RePEc:eee:jobhdp:v:93:y:2004:i:2:p:142-154
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    References listed on IDEAS

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    1. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    2. Darr, Eric D. & Kurtzberg, Terri R., 2000. "An Investigation of Partner Similarity Dimensions on Knowledge Transfer," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 28-44, May.
    3. Thompson, Leigh & DeHarpport, Terri, 1994. "Social Judgment, Feedback, and Interpersonal Learning in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(3), pages 327-345, June.
    4. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
    5. Thompson, Leigh & Gentner, Dedre & Loewenstein, Jeffrey, 2000. "Avoiding Missed Opportunities in Managerial Life: Analogical Training More Powerful Than Individual Case Training," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 60-75, May.
    6. Neale, Margaret A. & Huber, Vandra L. & Northcraft, Gregory B., 1987. "The framing of negotiations: Contextual versus task frames," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(2), pages 228-241, April.
    7. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    8. Gist, Marilyn E. & Stevens, Cynthia Kay, 1998. "Effects of Practice Conditions and Supplemental Training Method on Cognitive Learning and Interpersonal Skill Generalization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(2), pages 142-169, August.
    9. Argote, Linda & Ingram, Paul & Levine, John M. & Moreland, Richard L., 2000. "Knowledge Transfer in Organizations: Learning from the Experience of Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 1-8, May.
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    Cited by:

    1. Pino G. Audia & Jack A. Goncalo, 2007. "Past Success and Creativity over Time: A Study of Inventors in the Hard Disk Drive Industry," Management Science, INFORMS, vol. 53(1), pages 1-15, January.
    2. Argote, Linda & Fahrenkopf, Erin, 2016. "Knowledge transfer in organizations: The roles of members, tasks, tools, and networks," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 146-159.
    3. Cong Wang & Ying Zhang & Jennifer D. Moss & Emily M. Bonem & Chantal Levesque-Bristol, 2020. "Multilevel Factors Affecting College Students’ Perceived Knowledge Transferability: From the Perspective of Self-Determination Theory," Research in Higher Education, Springer;Association for Institutional Research, vol. 61(8), pages 1002-1026, December.
    4. Nair, Smitha R. & Demirbag, Mehmet & Mellahi, Kamel, 2016. "Reverse knowledge transfer in emerging market multinationals: The Indian context," International Business Review, Elsevier, vol. 25(1), pages 152-164.

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