Concepedia

BREAKING THE BONDS OF RECIPROCITY IN NEGOTIATIONS.

J. M. Brett, D. L. Shapiro, Anne L. Lytle

Academy of Management Journal · 1998 · 350 citations · 29 references

Concepts

ManagementConflict StudiesSocial PsychologyConflict AnalysisConflict ResolutionNegotiationConflict ManagementNegotiation OutcomesNegotiation ProcessNegotiation StrategyNegotiation TacticsNegotiation TheoryAgreement MakingConflict NegotiationCoordination In NegotiationReciprocity Tactics

Abstract

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated the relationship between outcomes and the relative frequenc...

References

29

A Coefficient of Agreement for Nominal Scales

Jacob Cohen · Educational and Psychological Measurement · 1960 · 41.3K citations

Education, Educational Assessment, Educational Measurement +8

The Evolution of Cooperation

Robert Axelrod, W D Hamilton · Science · 1981 · 20.3K citations

Life Sciences, Biology, Evolutionary Biology +17

The Norm of Reciprocity: A Preliminary Statement

Alvin W. Gouldner · American Sociological Review · 1960 · 11.8K citations

Social Sciences, Philosophy, Social Psychology +7

Science and Human Behavior

Ernest Kilzer, B. F. Skinner · The American Catholic Sociological Review · 1953 · 9K citations

Social Sciences, Psychology, Sociology +11

Negotiation in social conflict

Choice Reviews Online · 1994 · 1.2K citations

Management, Conflict Studies, Social Psychology +17