EFFECTS OF REPRESENTATIONAL ROLES AND MEDIATORS ON NEGOTIATION EFFECTIVENESS

[1] BASS TN, 1963, J CONFLICT RESOLUTIO, V7, P16

[2] Blake Roger R., 1961, J CONFLICT RESOLUT, V5, P304, DOI DOI 10.1177/002200276100500307

[3] BROWN JM, 1966, APPLIED PSYCHOLOGY

[4] CAMPBELL RJ, 1960, ORIGINALITY GROUP PR

[5] TRUST, TRUSTWORTHINESS, AND THE F SCALE [J]. JOURNAL OF ABNORMAL AND SOCIAL PSYCHOLOGY, 1960, 61 (01): : 138 - 140

[6] DOGMATISM PRENEGOTIATION EXPERIENCE AND SIMULATED GROUP REPRESENTATION AS DETERMINANTS OF DYADIC BEHAVIOR IN A BARGAINING SITUATION [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1967, 6 (03) : 279 - &

[7] HACKMAN JR, 1970, SOCIOMETRY, V33, P37, DOI 10.2307/2786271

[8] IKLE FC, 1964, HOW NATIONS NEGOTIAT

[9] Julian J. W., 1963, 17 U ILL GROUP EFF R

[10] LANDSBERGER H, 1956, LABOR LAW J, V7, P501

[1] BASS TN, 1963, J CONFLICT RESOLUTIO, V7, P16

[2] Blake Roger R., 1961, J CONFLICT RESOLUT, V5, P304, DOI DOI 10.1177/002200276100500307

[3] BROWN JM, 1966, APPLIED PSYCHOLOGY

[4] CAMPBELL RJ, 1960, ORIGINALITY GROUP PR

[5] TRUST, TRUSTWORTHINESS, AND THE F SCALE [J]. JOURNAL OF ABNORMAL AND SOCIAL PSYCHOLOGY, 1960, 61 (01): : 138 - 140

[6] DOGMATISM PRENEGOTIATION EXPERIENCE AND SIMULATED GROUP REPRESENTATION AS DETERMINANTS OF DYADIC BEHAVIOR IN A BARGAINING SITUATION [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1967, 6 (03) : 279 - &

[7] HACKMAN JR, 1970, SOCIOMETRY, V33, P37, DOI 10.2307/2786271

[8] IKLE FC, 1964, HOW NATIONS NEGOTIAT

[9] Julian J. W., 1963, 17 U ILL GROUP EFF R

[10] LANDSBERGER H, 1956, LABOR LAW J, V7, P501