Tactics of hierarchy negotiation

@inproceedings{Lund2006TacticsOH,
  title={Tactics of hierarchy negotiation},
  author={Ole Lund and Christian K. Tamnes and Cathrine Moestue and David Michael Buss and Margarete Vollrath},
  year={2006}
}
Since resources Xow to those at the top of the hierarchy in all known groups, “getting ahead” is assumed to be one of the central human motivations. The present research project was designed to assess tactics of hierarchy negotiation, identify the robustness of their factor structure, and relate tactics use with personality traits, values, and salary. The participants were 315 professionals in two work settings. Measures included assessments of tactics of hierarchy negotiation, personality… CONTINUE READING