Making Collaborators Happy: The Outcome Priming Effect in Integrative Negotiation.
Collaboration is essential to public management. In the Chinese culture, collaborators' satisfaction is considered key to quality of collaboration. Focusing on the role of negotiation in collaboration, this article presents an integrative negotiation theory that explores the development of collabora...
| Publicado en: | Public Personnel Management Vol. 43; no. 3; pp. 290 - 301 |
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| Autores principales: | , , |
| Formato: | research tables/charts Journal Article |
| Publicado: |
Sage Publications Inc.
Sep2014
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| Acceso en línea: | Ver este registro en EBSCOhost |
| Sumario: | Collaboration is essential to public management. In the Chinese culture, collaborators' satisfaction is considered key to quality of collaboration. Focusing on the role of negotiation in collaboration, this article presents an integrative negotiation theory that explores the development of collaborators' satisfaction during negotiation process. Priming methodology was adapted to explore the causal relationship between collaborator's level of satisfaction and its predicting variables, such as experienced emotions during negotiations and sense of profitability. The results were pertinent to the field of collaborative public management and negotiation. |
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