A Comparative Experimental Study of Negotiation Behavior.

Kelley, H. H.; And Others

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Peer reviewed

ERIC Number: EJ029348

Record Type: CIJE

Publication Date: 1970

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A Comparative Experimental Study of Negotiation Behavior

Kelley, H. H.; And Others

Journal of Personality and Social Psychology, 16, 3, 411-38, Nov '70

Analyzes negotiation behavior in a mixed-motive, incomplete-information problem and includes among the results that increasing the difficulty of the bargaining problem increased trial time and decreased the frequency of agreement. Tables, graphs, and bibliography. (RW)

Descriptors: Behavior Patterns, Behavioral Science Research, Conflict, Cultural Influences, Difficulty Level, Interaction Process Analysis, Motivation, Problem Solving, Social Exchange Theory, Social Relations

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