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Keywords: Negotiation
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Journal Articles
Believe to achieve? Understanding how social class background impacts the effects of achievement striving on propensity to negotiate
Available to Purchase
Journal:
Journal of Managerial Psychology
Journal of Managerial Psychology (2022) 37 (8): 779–794.
Published: 27 September 2022
...Lauren S. Simon; Emily S. Corwin; Jacqueline Tilton; Denise Breaux Soignet Purpose Negotiation is important for career success. Therefore, this study draws from social expectancy and self-regulation theories to develop a model proposing that social class background (SCB) influences the ease...
Journal Articles
Factors affecting desire to negotiate again
Available to Purchase
Journal:
Journal of Managerial Psychology
Journal of Managerial Psychology (2017) 32 (1): 16–29.
Published: 13 February 2017
...Denise Fleck; Roger Volkema; Sergio Pereira; Lara Vaccari Purpose The purpose of this paper is to investigate the effects of negotiation process and outcome on an individual’s desire to negotiate again with the same counterpart. Design/methodology/approach Data were collected from 115 dyads...
