The Effects of Time Pressure on Bilateral and Multilateral Negotiations (notice n° 523247)
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|---|---|
| fixed length control field | 01549cam a2200193 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250121100800.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Bobot, Lionel |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | The Effects of Time Pressure on Bilateral and Multilateral Negotiations |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2008.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 14 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The focus of this paper is to examine how time pressure and the number of stakeholders have an impact the behavior of negotiators involved in negotiation simulation. 192 students in business schools took part in a simulated negotiation. By varying the composition of dyads according to time pressure and to number of actors, we were able to verify whether time pressure increases or decreases integrative agreements. Our pattern (2x2x2) allowed us to test the effects of time pressure and those of the number of negotiators, as well as their possible interaction, on negotiators’ behavior and on negotiation outcomes. The results show that joint pressures (delay and cost) tend to make bilateral and multilateral negotiations less integrative. In spite of this, this research cannot attribute negative effects to time pressure or the number of negotiators alone. The implications and limitations of our study are discussed. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | bilateral and multilateral negotiations |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | time pressure |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | number of stakeholders |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Négociations | o 10 | 2 | 2008-10-08 | p. 53-73 | 1780-9231 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-negociations-2008-2-page-53?lang=en&redirect-ssocas=7080">https://shs.cairn.info/journal-negociations-2008-2-page-53?lang=en&redirect-ssocas=7080</a> |
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