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Cognitive Flexibility, Perception Of Integrity, And Risk Propensity As Antecedents Of Willingness To Engage In Integrative Negotiation

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  • M. Eduarda Soares

    (ISEG - Lisbon School of Economics and Management,Universidade de Lisboa, Portugal)

  • António Damasceno Correia

    (ISCSP & Universidade Lusófona de Lisboa, Portugal)

Abstract

Integrative negotiation is the type of negotiation reputed to generate the most positive results, since it focusses on reaching win-win solutions and aims to increase joint outcomes. The purpose of this article is to analyse variables which may foster willingness to engage in integrative negotiation. More specifically, the study investigates two variables that have not been studied in previous research on integrative negotiation - cognitive flexibility and perception of integrity. It also includes one variable which has been widely researched, but for which inconsistent results have been reported – risk propensity. Results show that, while the alternatives subscale of cognitive flexibility is a predictor of willingness to engage in integrative negotiation, the same does not hold for the control subscale. Results also show that perception of integrity is a predictor of willingness to engage in integrative negotiation, while there is no significant association between risk propensity and willingness to engage in integrative negotiation. Theoretical contributions and practical application for training in negotiation are discussed. Classification- JEL:

Suggested Citation

  • M. Eduarda Soares & António Damasceno Correia, 2015. "Cognitive Flexibility, Perception Of Integrity, And Risk Propensity As Antecedents Of Willingness To Engage In Integrative Negotiation," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(2), pages 73-94.
    • Handle: RePEc:pjm:journl:v:xx:y:2015:i:2:p:73-94
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