Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning
Author
Abstract
Suggested Citation
DOI: 10.1007/s10726-023-09824-2
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Lex Borghans & Angela Lee Duckworth & James J. Heckman & Bas ter Weel, 2008.
"The Economics and Psychology of Personality Traits,"
Journal of Human Resources, University of Wisconsin Press, vol. 43(4).
- Borghans, Lex & Duckworth, Angela Lee & Heckman, James J. & Weel, Bas ter, 2008. "The Economics and Psychology of Personality Traits," MERIT Working Papers 2008-010, United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT).
- Lex Borghans & Angela Lee Duckworth & James J. Heckman & Bas ter Weel, 2008. "The Economics and Psychology of Personality Traits," NBER Working Papers 13810, National Bureau of Economic Research, Inc.
- Borghans, L. & Duckworth, A.L. & Heckman, J. & ter Weel, B.J., 2008. "The economics and psychology of personality traits," ROA Research Memorandum 001, Maastricht University, Research Centre for Education and the Labour Market (ROA).
- Borghans, Lex & Duckworth, Angela Lee & Heckman, James J. & ter Weel, Bas, 2008. "The Economics and Psychology of Personality Traits," IZA Discussion Papers 3333, Institute of Labor Economics (IZA).
- Lex Borghans & Angela Lee Duckworth & James J. Heckman & Bas ter Weel, 2008. "The Economics and Psychology of Personality Traits," Working Papers 200827, Geary Institute, University College Dublin.
- Meyer, Rustin D. & Dalal, Reeshad S., 2009. "Situational Strength as a Means of Conceptualizing Context," Industrial and Organizational Psychology, Cambridge University Press, vol. 2(1), pages 99-102, March.
- Schkade, David A. & Johnson, Eric J., 1989. "Cognitive processes in preference reversals," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(2), pages 203-231, October.
- Fadong Chen & Urs Fischbacher, 2016.
"Response time and click position: cheap indicators of preferences,"
Journal of the Economic Science Association, Springer;Economic Science Association, vol. 2(2), pages 109-126, November.
- Fadong Chen & Urs Fischbacher, 2015. "Response Time and Click Position: Cheap Indicators of Preferences," TWI Research Paper Series 102, Thurgauer Wirtschaftsinstitut, Universität Konstanz.
- Zhenzhong Ma & Alfred Jaeger, 2005. "Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles," Group Decision and Negotiation, Springer, vol. 14(5), pages 415-437, September.
- Alice F. Stuhlmacher & Christopher K. Adair, 2011. "Personality and Negotiation," World Scientific Book Chapters, in: Michael Benoliel (ed.), Negotiation Excellence Successful Deal Making, chapter 11, pages 195-210, World Scientific Publishing Co. Pte. Ltd..
- Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
- Jodi C. Letkiewicz & Jonathan J. Fox, 2014. "Conscientiousness, Financial Literacy, and Asset Accumulation of Young Adults," Journal of Consumer Affairs, Wiley Blackwell, vol. 48(2), pages 274-300, June.
- Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
- Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.
- Walters, Amy E. & Stuhlmacher, Alice F. & Meyer, Lia L., 1998. "Gender and Negotiator Competitiveness: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(1), pages 1-29, October.
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.- Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
- Lukasz W. Jochemczyk & Andrzej Nowak, 2010. "Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations," Group Decision and Negotiation, Springer, vol. 19(6), pages 591-620, November.
- Bertrand, Marianne, 2011. "New Perspectives on Gender," Handbook of Labor Economics, in: O. Ashenfelter & D. Card (ed.), Handbook of Labor Economics, edition 1, volume 4, chapter 17, pages 1543-1590, Elsevier.
- Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
- Peng, Ann C. & Dunn, Jennifer & Conlon, Donald E., 2015. "When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 77-87.
- Halvarsson, Daniel & Lark, Olga & Tingvall, Patrik & Videnord, Josefin, 2022. "Bargaining for Trade: When Exporting Becomes Detrimental for Female Wages," Working Paper Series 1437, Research Institute of Industrial Economics.
- Johannes Gettinger & Michael Filzmoser & Sabine T. Koeszegi, 2016. "Why can’t we settle again? Analysis of factors that influence agreement prospects in the post-settlement phase," Journal of Business Economics, Springer, vol. 86(4), pages 413-440, May.
- Xu, Yilan & Briley, Daniel A. & Brown, Jeffrey R. & Roberts, Brent W., 2017. "Genetic and environmental influences on household financial distress," Journal of Economic Behavior & Organization, Elsevier, vol. 142(C), pages 404-424.
- María José Roa & Ignacio Garrón & Jonathan Barboza, 2019. "Financial Decisions and Financial Capabilities in the Andean Region," Journal of Consumer Affairs, Wiley Blackwell, vol. 53(2), pages 296-323, June.
- Amanatullah, Emily T. & Tinsley, Catherine H., 2013. "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 110-122.
- Christian König-Kersting & Stefan T. Trautmann, 2023. "Grit, Discounting, & Time Inconsistency," Working Papers 2023-12, Faculty of Economics and Statistics, Universität Innsbruck.
- 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.
- Huang, Jennie & Low, Corinne, 2022. "The myth of the male negotiator: Gender’s effect on negotiation strategies and outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 202(C), pages 517-532.
- Najib A. Mozahem & Moniat El Noufous K. El Masri & Nazhat M. Najm & Samah S. Saleh, 2021. "How Gender Differences in Entitlement and Apprehension Manifest Themselves in Negotiation," Group Decision and Negotiation, Springer, vol. 30(3), pages 587-610, June.
- Jason R. Pierce & Leigh Thompson, 2022. "Feeling Competitiveness or Empathy Towards Negotiation Counterparts Mitigates Sex Differences in Lying," Journal of Business Ethics, Springer, vol. 178(1), pages 71-87, June.
- Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
- Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
- Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
- Garret Ridinger & Michael McBride, 2015. "Money Affects Theory of Mind Differently by Gender," PLOS ONE, Public Library of Science, vol. 10(12), pages 1-15, December.
- Andreas Leibbrandt & John A. List, 2015.
"Do Women Avoid Salary Negotiations? Evidence from a Large-Scale Natural Field Experiment,"
Management Science, INFORMS, vol. 61(9), pages 2016-2024, September.
- Andreas Leibbrandt & John A. List, 2012. "Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment," NBER Working Papers 18511, National Bureau of Economic Research, Inc.
- Andreas Leibbrandt & John List, 2012. "Do women avoid salary negotiations? Evidence from a large-scale natural field experiment," Natural Field Experiments 00201, The Field Experiments Website.
More about this item
Keywords
Information search; Information preference; Personality; Gender; Negotiation planning;All these keywords.
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:spr:grdene:v:32:y:2023:i:3:d:10.1007_s10726-023-09824-2. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.