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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...

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Published in:Public Personnel Management Vol. 43; no. 3; pp. 290 - 301
Main Authors: Jing Zhou, Zhang-ran Zhang, Tian Xie
Format: research tables/charts Journal Article
Published: Sage Publications Inc. Sep2014
Online Access:View this record in EBSCOhost
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      dt: Sep2014
      vid: 43
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      pub: Sage Publications Inc.
      place: Thousand Oaks, California
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        atl: Making Collaborators Happy: The Outcome Priming Effect in Integrative Negotiation.
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        au:
          Jing Zhou
          Zhang-ran Zhang
          Tian Xie
        affil: School of Education, Jianghan University, China
      sug:
        subj:
          Collaboration
          Negotiation
          Emotions
          Human
          Male
          Female
          Descriptive Statistics
          Data Analysis Software
          Confidence Intervals
          Odds Ratio
          Adult
          Task Performance and Analysis
          Funding Source
          Adult: 19-44 years
          Male
          Female
      ab: 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.
      pubtype: Academic Journal
      doctype:
        research
        tables/charts
        Journal Article
      ougenre: Article
    language: English
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