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Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination
Citations Knowledge Dissemination Negotiation Research
2015/4/22
Phenomenological assumptions-assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs-affect the dissemination of knowledge ...
Beyond Gender and Negotiation to Gendered Negotiations
Negotiation Organizational Culture Gender Characteristics
2015/4/21
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differenc...
Effects of the Timing of Auditors' Income-Reducing Adjustment Concessions on Financial Officers' Negotiation Judgments
conceptual model anchoring theories financial officers’ satisfaction hypothetical auditor
2011/8/21
We develop and test a conceptual model, based on reciprocity and anchoring theories, that posits how the timing of income-reducing adjustment concessions made by an auditor influences auditee manageme...