2 Works

“Selling Sisterhood”: (Re)Viewing White Sorority Women’s Self-Portrayals in Recruitment Videos

Kaitlynn Beaird, Steve D. Mobley, Jr. & ShirDonna Y. Lawrence

Negotiation Strategy: A Cross-Cultural Meta-Analytic Evaluation of Theory and Measurement

Jeanne M Brett & Chelsea Galoni
Negotiation theorists conceptualize negotiation strategy from a behavioral or a motivational perspective and negotiation researchers code transcripts or collect negotiators’ self-reports to operationalize it. This meta-analysis evaluates the functional similarities and differences between these different theoretical perspectives and approaches to measuring negotiation strategy as it predicts joint gains. We analyzed 3,899 unique negotiations from 76 independent samples and 46 different papers. Our results reveal that motivational and behavioral theories and self-report and behavioral coding measurements...

Registration Year

  • 2022
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Resource Types

  • Journal Article
    2

Affiliations

  • University of Iowa
    2
  • Northwestern University
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  • Arkansas Tech University
    1
  • University of Alabama
    1