Giebels, E., Vliert, E. Van De
Two studies tested the effects of negotiators' social motive (cooperative vs. individualistic) and punitive capability (high vs. low) on trust, negotiation behavior, and joint outcomes. On the basis...
Giebels, E., Vliert, E. Van De
This study explores the impact of person information about an alternative negotiator in dyadic negotiation in which one of two individuals is able to exit the negotiation to further negotiate with...
Giebels, E., Vliert, E. Van De
This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the...