Knowledge Matters : The Effect of Tactical Descriptions on Negotiation Behavior and Outcome

@inproceedings{2001KnowledgeM,
  title={Knowledge Matters : The Effect of Tactical Descriptions on Negotiation Behavior and Outcome},
  author={},
  year={2001}
}
  • Published 2001
The impact of tactical knowledge on negotiator behaviors and joint outcomes was examined. It was hypothesized that the availability of written descriptions of negotiation tactics would provide negotiators with the knowledge necessary to apply in a mixed-motive negotiation and that, as a result, these negotiators would engage in different behaviors leading to higher joint outcomes than would negotiators without this knowledge. Ninety dyads engaged in a multi-issue joint venture negotiation: 45… CONTINUE READING