Logo do repositório
 
Publicação

Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation

2015Artigo científico Acesso aberto
Ver registo simples
dc.contributor.authorSoares, Maria Eduarda
dc.contributor.authorCorreia, António Damasceno
dc.date.accessioned2017-12-06T15:27:35Z
dc.date.available2017-12-06T15:27:35Z
dc.date.issued2015
dc.description.abstractIntegrative negotiation is the type of negotiation reputed to generate the most positive results, since it focusses on reaching win-win solutions and aims to increase joint outcomes. The purpose of this article is to analyse variables which may foster willingness to engage in integrative negotiation. More specifically, the study investigates two variables that have not been studied in previous research on integrative negotiation - cognitive flexibility and perception of integrity. It also includes one variable which has been widely researched, but for which inconsistent results have been reported – risk propensity. Results show that, while the alternatives subscale of cognitive flexibility is a predictor of willingness to engage in integrative negotiation, the same does not hold for the control subscale. Results also show that perception of integrity is a predictor of willingness to engage in integrative negotiation, while there is no significant association between risk propensity and willingness to engage in integrative negotiation. Theoretical contributions and practical application for training in negotiation are discussed.pt_PT
dc.description.versioninfo:eu-repo/semantics/publishedVersionpt_PT
dc.identifier.citationSoares, Maria Eduarda e António Damasceno Correia (2015). "Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation". European Journal of Management Studies, 20(2):73-93pt_PT
dc.identifier.issn2183-4172
dc.identifier.urihttp://hdl.handle.net/10400.5/14404
dc.language.isoengpt_PT
dc.peerreviewedyespt_PT
dc.publisherISEG - Departamento de Gestãopt_PT
dc.relation.publisherversionwww.european-jms.compt_PT
dc.subjectIntegrative negotiationpt_PT
dc.subjectCognitive Flexibilitypt_PT
dc.subjectPerception of Integritypt_PT
dc.subjectRisk Propensitypt_PT
dc.subjectPortugalpt_PT
dc.titleCognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiationpt_PT
dc.typejournal article
dspace.entity.typePublication
oaire.citation.conferencePlaceLisboapt_PT
oaire.citation.endPage93pt_PT
oaire.citation.issue2pt_PT
oaire.citation.startPage73pt_PT
oaire.citation.titleEuropean Journal of Management Studiespt_PT
oaire.citation.volume20pt_PT
rcaap.rightsopenAccesspt_PT
rcaap.typearticlept_PT

Ficheiros

Principais
A mostrar 1 - 1 de 1
Miniatura
Nome:
4_EJMS_Vol20_Issue2_2015_Cognitive_Flexibility_Willingness_for_Integrative_Negotiation_Final.pdf
Tamanho:
567.81 KB
Formato:
Adobe Portable Document Format
Ver/Abrir
Licença
A mostrar 1 - 1 de 1
Miniatura indisponível
Nome:
license.txt
Tamanho:
1.71 KB
Formato:
Item-specific license agreed upon to submission
Descrição:
Ver/Abrir

Coleções

2015, Volume 20, nº 2