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 Individual Difference Effects on Negotiation Strategies and Outcomes
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Individual Difference Effects on Negotiation Strategies and Outcomes:. The Role of Machiavellianism, Perspective Taking, and Emotional Intelligence Components in Negotiations

автор Nataliya B. издательство Книга по Требованию История христианства
Cтраниц 108        мягкая обложка       
Аннотация:This study examines four individual differences related to emotions (Machiavellianism, perspective taking, emotional understanding, and emotional management) and their effects on negotiation outcomes and strategy utilization at the individual and dyad level of analysis. The study analyzes data collected from student dyads in a lab study that asked participants to negotiate with each other in the roles of job candidate or new manager. Results suggest that Machiavellianism enabled the use of more distributive and emotional strategies and the use of integrative strategies led to higher levels of individual and joint gain. Suggestions for future research on individual differences in negotiations are discussed as well as practical and theoretical implications of the research. Furthermore, males were found to perform better than females with regard to both negotiation outcomes and strategy utilization. It investigates which individual differences facilitate the use of emotional and cognitive negotiation tactics and which lead to higher levels of individual and joint gain, as well as viability and negotiation satisfaction.
Автор: Nataliya B.
Издательство: Книга по Требованию
Год:2009
Цена:
1996 руб
Нет в наличии
Поиск: Individual Difference Effects on Negotiation Strategies and Outcomes:. The Role of Machiavellianism, Perspective Taking, and Emotional Intelligence Components in Negotiations
НОВЫЙ ГОД СИМВОЛ 2013 ГОДАУКРАШЕНИЯ
КАРНАВАЛ НА НОВЫЙ ГОД РАСПРОДАЖА
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Экономические отношения между Россией и Казахстаном...

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