ERIC Number: EJ614491
Record Type: Journal
Publication Date: 2000
Reference Count: N/A
Understanding Optimal Outcomes: The Role of Strategy Sequences in Competitive Negotiations.
Olekalns, Mara; Smith, Philip L.
Human Communication Research, v26 n4 p527-57 Oct 2000
Examines the relationship between negotiation strategies and the quality of negotiated outcomes among undergraduate students. Finds that: impasse negotiations showed the frequent use of contention and sequences that paired similar (either cooperative or competitive) strategies; settlement was associated with decreased contention and sequences that paired dissimilar strategies; and increasing joint gain was linked to introduction of priority information and conciliation. (SR)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A