Decision Making & Negotiations最新文献

Decision Making & Negotiations Pub Date : 2009-02-23 DOI: 10.2139/ssrn.1024292

David Goldreich, Lukasz Pomorski

引用次数: 4

What Happens When Managers Plan Negotiations Instead of Partners? 当管理者计划谈判而不是合伙人会发生什么?

Decision Making & Negotiations Pub Date : 2008-04-18 DOI: 10.2139/ssrn.1135794

Susan A. McCracken, Steven E. Salterio, Regan N. Schmidt

{"title":"What Happens When Managers Plan Negotiations Instead of Partners?","authors":"Susan A. McCracken, Steven E. Salterio, Regan N. Schmidt","doi":"10.2139/ssrn.1135794","DOIUrl":"https://doi.org/10.2139/ssrn.1135794","url":null,"abstract":"Most serious auditor client management (ACM) negotiations occur between audit partners and senior client management. Research also shows that audit managers often attempt to resolve issues with client management for several reasons, including efficiency. Prior negotiation research in other settings as well as accounting suggests that if partners employ different strategies than managers, different negotiation outcomes will occur. Thus, given the importance of ACM negotiation to the resulting financial statements, an understanding of the intended strategy usage of partners versus managers is important. Further, generic negotiation research provides conflicting predictions about which integrative strategies would be planned to be used when experience level versus power/status differs, the exact situation of partners and managers. We find that in the use of one strategy, working together on solving the issue cooperatively, partners and managers intend to approach negotiations the same way; but that for another strategy, bringing other potential issues into consideration, their intended strategy use differs. Focusing on intended distributive (win-lose) strategies usage, we find that while power/status and experience negotiation research predictions suggest both partners and managers should use the strategies in the same manner, our results show accounting context specific use. We find that partners and managers intended distributive strategies use interacted with important elements of the accounting context which could not be predicted beyond the general likelihood of their existence if experience and power/status matters interacts with context. Implications for both practice and research are discussed.","PeriodicalId":444034,"journal":{"name":"Decision Making & Negotiations","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2008-04-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114616800","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 3

Negotiation Planning with a Self Versus Other Focus and Integrative Versus Distributive Tactics 自我与他人焦点、整合与分配策略的谈判计划

Decision Making & Negotiations Pub Date : 2007-06-25 DOI: 10.2139/ssrn.736285

Kevyn Yong, Wendi L. Adair

引用次数: 0

'Whew that Was Close!' How Near Miss Events Bias Subsequent Decision Making Under Risk “哎呀，好险啊!”未命中事件如何影响风险下的后续决策

Decision Making & Negotiations Pub Date : 2005-06-01 DOI: 10.2139/ssrn.736245

C. Tinsley, R. Dillon-Merrill

引用次数: 5

Whispering in Cyberspace: The Effects of Private Communication on Decision Processes in Distributed Groups 网络空间中的窃窃私语:分布式群体中私人交流对决策过程的影响

Decision Making & Negotiations Pub Date : 2005-06-01 DOI: 10.2139/ssrn.723961

S. Brodt, Colette Hoption

{"title":"Whispering in Cyberspace: The Effects of Private Communication on Decision Processes in Distributed Groups","authors":"S. Brodt, Colette Hoption","doi":"10.2139/ssrn.723961","DOIUrl":"https://doi.org/10.2139/ssrn.723961","url":null,"abstract":"Members of decision making groups often fail to share unique information, preferring instead to discuss information already held by others in the group. One explanation for this is that groups exert normative pressure, which increases group members' desire to validate their views and feel part of the group, often at the expense of decision quality. We report the results of an experiment using geographically distributed groups, which provide an innovative research paradigm. Working in electronic chat-rooms, distributed groups had access (or not) to a \"whispering\" feature that allowed for one-on-one conversations between group members unbeknownst to the rest of the group. This created a viable tool for overcoming social concerns, and enhancing information sharing and decision quality. As predicted, whispering groups shared more critical (unique) information and made better decisions than did non-whispering groups. Whispering technology helped the flow of unique information, especially conflicting information, which is often suppressed in discussions because of its potential to engender conflict within the group. Additionally, whispering worked indirectly; instead of whispering about unique facts, group members whispered about non-task topics, which serves a social function and supports relationships and interpersonal connections. Results are discussed in light of implication for theory, research, and practice.","PeriodicalId":444034,"journal":{"name":"Decision Making & Negotiations","volume":"34 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122396255","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 2

The Meaning of Collaboration: A Study Using a Conceptual Mapping Technique 合作的意义:一个使用概念映射技术的研究

Decision Making & Negotiations Pub Date : 2005-06-01 DOI: 10.2139/ssrn.734965

P. Curșeu, S. Schruijer, S. Boroș

{"title":"The Meaning of Collaboration: A Study Using a Conceptual Mapping Technique","authors":"P. Curșeu, S. Schruijer, S. Boroș","doi":"10.2139/ssrn.734965","DOIUrl":"https://doi.org/10.2139/ssrn.734965","url":null,"abstract":"In this study we investigate lay people's conceptualization of collaboration. We used a card-sorting variant of a conceptual mapping technique to explore the way in which individuals and groups understand collaboration. First an interview and a free association technique were used to identify the main concepts used to define collaboration by a sample of 80 students. Afterwards, a sample of 56 students (with an average age of 20.94, fifty women) participated first in an individual and then in a group (of 3 and 4 members) cognitive mapping session in exchange for extra-credits for a Social Psychology course. After the completion of every cognitive mapping task, a post hoc questionnaire was used to evaluate: satisfaction with outcome and with the process, task difficulty, task intelligibility, conflict, individual participation to the group outcome, communication, collaboration, planning, organizing, process efficiency, as well as perceived difference between the group and individual outcomes was filled in after the group map was completed. Our results show that the complexity of individual cognitive maps is significantly higher than the complexity of group cognitive maps. Teamwork quality moderates the relation between the individual map complexity and group map complexity.","PeriodicalId":444034,"journal":{"name":"Decision Making & Negotiations","volume":"103 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121015185","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 2

Effectiveness of Mediation Strategies in Rights Conflicts and Conflicts of Interest 调解策略在权利冲突与利益冲突中的有效性

Decision Making & Negotiations Pub Date : 2005-06-01 DOI: 10.2139/ssrn.735086

Roberto Martinez-Pecino, Lourdes Munduate Jaca, F. Medina

引用次数: 2

Getting More Out of Analogical Training in Negotiations: Learning Core Principles for Creating Value 从谈判中的类比训练中获得更多:学习创造价值的核心原则

Decision Making & Negotiations Pub Date : 2004-11-13 DOI: 10.2139/ssrn.701292

S. Moran, Yoella Bereby‐Meyer, M. Bazerman

引用次数: 2

Building Social Capital Through Consultative Decision Making: A Proposal for an Integrated Approach to Local Justice Sector Reform Programs 通过协商决策建立社会资本:地方司法部门改革方案的综合方法建议

Decision Making & Negotiations Pub Date : 2004-10-10 DOI: 10.2139/SSRN.600104

William E. Davis, Shahla F. Ali