Negotiation Journal最新文献_第6页

Out of this World: The Peacemaker’s Code 走出这个世界：和平缔造者的密码

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-03-18 DOI: 10.1111/nejo.12390

J. Cutcher-Gershenfeld

引用次数: 0

The Scholar‐Entrepreneurial Organization: Lessons in Building an Academic Startup 学者创业组织：建立学术初创企业的经验教训

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-03-03 DOI: 10.1111/nejo.12383

Arvid Bell, Alexander K. Bollfrass, Monica Giannone, Alexander Nehrbass, Taylor Valley, Dana Wolf

引用次数: 0

Bringing People to the Table in New Ventures: An Effectual Approach 在新的风险投资中让人们参与进来：一种有效的方法

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-02-24 DOI: 10.1111/nejo.12385

S. Sarasvathy, Helet Botha

引用次数: 2

Introduction to Special Section on Entrepreneurial Negotiation 创业谈判专题介绍

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-02-21 DOI: 10.1111/nejo.12387

Melissa Manwaring, Lakshmi Balachandra

引用次数: 0

Confirming the Impact of Training on Negotiators and Organizations 确认培训对谈判者和组织的影响

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-02-08 DOI: 10.1111/nejo.12384

William W. Baber

{"title":"Confirming the Impact of Training on Negotiators and Organizations","authors":"William W. Baber","doi":"10.1111/nejo.12384","DOIUrl":"https://doi.org/10.1111/nejo.12384","url":null,"abstract":"This study seeks to determine the long-term impacts of training on negotiators and organizations. Although previous studies have linked training to negotiation outcomes, their findings have been based primarily on experimental data. This article analyzes survey data from business students who received negotiation training from the author over a period of ten years and were employed at the time of the survey. The survey sought to determine if respondents applied the skills learned in negotiation classes to their workplace. Data includes self-reported subjective and objective items confirming the impact of training on negotiators and the organizations in which they work. Over 80 percent of respondents reported using skills learned in the classroom in their work and 30 percent reported that the training impacted their pay or promotion. The study reports rates at which negotiation skills and behaviors were found and uses the Kirkpatrick Levels 3 and 4 to interpret the frequency of specific impacts on individuals and organizations. Negotiation educators should consider the high rate at which trainees put learned skills into action, especially as the individuals’ frequency of negotiating increased and their position of authority in the negotiation strengthened.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"18 4","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138520884","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Potential Power in a Quasi‐Competitive Market 准竞争市场中的潜在力量

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-01-26 DOI: 10.1111/nejo.12382

A. S. Oksoy, Anil Nair, C. H. Willis

引用次数: 0

Worldviews and Conflict Analysis. 世界观与冲突分析。

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-01-01 DOI: 10.1111/nejo.12411

Mona Kanwal Sheikh

引用次数: 1

Issue Information 问题信息

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-01-01 DOI: 10.1111/nejo.12362

引用次数: 0

ArtHinshaw, Andrea KupferSchneider, and Sarah RudolphCole, eds. Discussions in Dispute Resolution: The Foundational Articles. Oxford University Press, 2021. 440 pages. $99.95 (hardcover), ISBN: 9780197513248. ArtHinshaw, Andrea KupferSchneider和Sarah RudolphCole编。争议解决的讨论:基本条款。牛津大学出版社，2021年。440页。99.95美元(精装)，ISBN: 9780197513248。

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2022-01-01 DOI: 10.1111/nejo.12381

Jacqueline Nolan‐Haley

引用次数: 0

Honesty among lawyers: Moral character, game framing, and honest disclosures in negotiations 律师的诚实:道德品质、博弈框架与谈判中的诚实披露

IF 0.8 4区管理学

Negotiation Journal Pub Date : 2021-12-16 DOI: 10.31234/osf.io/r8uzv

T. Cohen, Erik G. Helzer, R. Creo

{"title":"Honesty among lawyers: Moral character, game framing, and honest disclosures in negotiations","authors":"T. Cohen, Erik G. Helzer, R. Creo","doi":"10.31234/osf.io/r8uzv","DOIUrl":"https://doi.org/10.31234/osf.io/r8uzv","url":null,"abstract":"Lawyers have broad discretion in deciding how honestly to behave when negotiating. We propose that lawyers’ choices about whether to disclose information to correct misimpressions by opposing counsel are guided by their moral character and their cognitive framing of negotiation. To investigate this possibility, we surveyed 215 lawyers from across the United States, examining the degree to which honest disclosure is associated with lawyers’ moral character and their tendency to frame negotiation in game-like terms—a construal of negotiation that we label game framing. We hypothesize that the more that lawyers view negotiation through a game frame—that is, the more they view negotiation as an adversarial context with arbitrary and artificial rules—the less honest they will be in situations in which honest disclosure is not mandated by professional rules of conduct. We further hypothesize that lawyers with higher levels of moral character will apply a game frame to negotiation to a lesser degree than will lawyers with lower levels of moral character, and that honesty when negotiating will be higher when lawyers have higher versus lower levels of moral character. Our study results support these hypotheses. This work suggests that focusing on game-like aspects of negotiation can induce a less moral and ethical mindset. To the extent that teaching law students to “think like a lawyer” encourages them to adopt a game frame of negotiation, we can expect such training to reduce the likelihood of honest disclosure.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2021-12-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41926034","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 5