Elaine B. Hyder

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Negotiation between two individuals is a common task that typically involves two goals: maximize individual outcomes and obtain an agreement. However, research on the simplest negotiation tasks demonstrates that although naive subjects can be induced to improve their performance, they are often no more likely to achieve fully optimal solutions. The present(More)
The impact of tactical knowledge on integrative and distributive response-in-kind behavior sequences and the ability to shift from distributive to integrative behaviors were examined using data from a prior study. Ninety dyads engaged in a multi-issue joint venture negotiation. Forty-five dyads were provided tactical knowledge and the other 45 were not.(More)
works for quality management and process improvement, statistical thinking is an intrinsic part of building organizational capability. In all of these frameworks there is a degree of flexibility in how the statistical thinking concepts are implemented, because these frameworks apply to many different contexts. Flexibility, however, also leads to ambiguity(More)
This document contains a glossary of terms used in the eSCM Models the eSourcing Capability Model for Service Providers (eSCM-SP) and the eSourcing Capability Model for Client Organizations (eSCM-CL). These terms and phrases are presented here to help the reader understand and interpret the Models. The terminology used in the eSCMs that are included in this(More)
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