Please use this identifier to cite or link to this item:
http://hdl.handle.net/10397/93792
DC Field | Value | Language |
---|---|---|
dc.contributor | Department of Management and Marketing | en_US |
dc.creator | Friedman, RA | en_US |
dc.creator | Pinkley, RL | en_US |
dc.creator | Bottom, WP | en_US |
dc.creator | Liu, W | en_US |
dc.creator | Gelfand, M | en_US |
dc.date.accessioned | 2022-07-27T02:34:51Z | - |
dc.date.available | 2022-07-27T02:34:51Z | - |
dc.identifier.issn | 1750-4708 | en_US |
dc.identifier.uri | http://hdl.handle.net/10397/93792 | - |
dc.language.iso | en | en_US |
dc.publisher | International Association for Conflict Management | en_US |
dc.rights | This article is made available under the Creative Commons Attribution NonCommercial International 4.0 (CC BY NC 4.0) license (https://creativecommons.org/licenses/by-nc/4.0/). | en_US |
dc.rights | The following publication Friedman, R. & Pinkley, R. & Bottom, W. & Liu, W. & Gelfand, M., (2019) “Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity”, Negotiation and Conflict Management Research 13(2), p.127-150 is available at https://doi.org/10.34891/v9td-vd63. | en_US |
dc.subject | Agreements | en_US |
dc.subject | Contract | en_US |
dc.subject | Entity theory | en_US |
dc.subject | Mindset | en_US |
dc.subject | Negotiation | en_US |
dc.subject | Personality | en_US |
dc.title | Implicit theories of negotiation : developing a measure of agreement fluidity | en_US |
dc.type | Journal/Magazine Article | en_US |
dc.identifier.spage | 127 | en_US |
dc.identifier.epage | 150 | en_US |
dc.identifier.volume | 13 | en_US |
dc.identifier.issue | 2 | en_US |
dc.identifier.doi | 10.34891/v9td-vd63 | en_US |
dcterms.abstract | Negotiation scholars generally model agreement as the terminal “endpoint” of the process. From this perspective, parties instantaneously realize their outcomes when agreement is reached. Although this conception may also reflect the understanding of some negotiators (those with what we call a “fixed agreement” mindset), we argue that others actually envision agreement as one step in an ongoing process (what we call a “fluid agreement” mindset). To spur research on this topic, we report initial progress on development of a new measure of agreement fluidity. Basic psychometric properties for this measure were established using six correlational samples that demonstrate aspects of both discriminant and convergent validity. Fixed agreement mindset appears to predict important behaviors during and after the negotiation process. | en_US |
dcterms.accessRights | open access | en_US |
dcterms.bibliographicCitation | Negotiation and conflict management research, 1 Apr. 2020, v. 13, no. 2, p. 127-150 | en_US |
dcterms.isPartOf | Negotiation and conflict management research | en_US |
dcterms.issued | 2020-04-01 | - |
dc.identifier.scopus | 2-s2.0-85070703870 | - |
dc.identifier.eissn | 1750-4716 | en_US |
dc.description.validate | 202207 bchy | en_US |
dc.description.oa | Version of Record | en_US |
dc.identifier.FolderNumber | MM-0086 | - |
dc.description.fundingSource | Self-funded | en_US |
dc.description.pubStatus | Published | en_US |
dc.identifier.OPUS | 22378428 | - |
Appears in Collections: | Journal/Magazine Article |
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File | Description | Size | Format | |
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ncmr-357-friedman.pdf | 236.02 kB | Adobe PDF | View/Open |
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