...Pinar Celik; H. Evangeline Yang Purpose This paper aims to explore how group entitativity, the extent to which a group is perceived as cohesive and unified, influences prenegotiation expectations of cooperative and competitive behaviors from the group. Design/methodology/approach Three...

...Kyriaki Fousiani; Wolfgang Steinel; Pieter A. Minnigh Purpose The purpose of this study is to examine two opposing approaches to the effects of power on negotiation: a “collaborative approach” of power and a “competitive approach” of power. Accordingly, the authors state oppositional hypotheses...