Egocentric interpretations of fairness in asymmetric, environmental social dilemmas: explaining harvesting behavior and the role of communication
Article Abstract:
The influence of egocentrism on interpretations of fairness, expectations about the decisions of others and the communication of harvesting decisions during resource dilemmas are studied. It is shown that egocentrism affects interpretations of fairness which, in turn, determines harvesting behavior. Communication also reduces egocentric interpretations of fairness while behavior expectations influence choice behavior.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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Flattery may get you somewhere: the strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation
Article Abstract:
Two studies were conducted to examine the strategic implications of providing positive vs. negative feedback about ability vs. ethicality to one's negotiating partner. Casual modeling revealed that the effects of feedback on recipients' cooperativeness and individual performance were mediated by recipients' self-perceptions.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 2003
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The negotiation matching process: relationships and partner selection
Article Abstract:
The effect that relationships have on the selection of partners for negotiations is examined. Three studies focusing on the social and economic aspects of this process are described.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1999
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