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Cognitive representations of negotiation
Australian Journal of Management (2005)
  • Mara Olekalns, Melbourne Business School
  • Philip L Smith, University of Melbourne
Using a bilateral negotiation, we examined the relationship between motivational orientation, cognitive maps and negotiators’ outcomes. Cooperative and competitive negotiators bargained with a counterpart who held either the same or a different orientation. Compared to negotiators in mixed dyads, those in same-orientation dyads placed greater emphasis on cooperation, flexibility and trust; and, less emphasis on competition. Flexibility was critical to joint gain when at least one negotiator held competitive goals, but detrimental when both negotiators held cooperative goals. Negotiators in same orientation dyads reported a more positive experience than negotiators in mixed-orientation dyads.
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Mara Olekalns and Philip L Smith. "Cognitive representations of negotiation" Australian Journal of Management Vol. 30 (2005)
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