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ERIC Number: EJ030682
Record Type: CIJE
Publication Date: 1970
Pages: N/A
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
The Initiation of Cooperation Through Role Reversal
Johnson, David W.; Dustin, Richard
Journal of Social Psychology, 82, 2, 193-203, Dec '70
This study examines the effectiveness of a cooperatively oriented negotiator who is highly skilled in role reversal in inducing cooperation in an adversary. Agreements were greater and faster in individualistic conditions than in competitive conditions. (Author/DB)
Publication Type: N/A
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: N/A