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- W2084345984 abstract "The nature of a negotiator's mandate (based on competence, affect, or unspecified) and of the group that was to review his performance (his own team or strangers) were manipulated to assess their impact on bargaining behavior in a laboratory experiment. Both factors had unique and joint effects on negotiator behavior. Spokesmen elected due to competence appeared to perceive more latitude in their roles, felt more free to deviate from their team's position, but took longer to reach agreement. Freedom from the constituent positions was even more pronounced when they were evaluated by strangers. In contrast, spokesmen elected because of amiability seemed to adopt a compromising bargaining strategy, were very loyal to their groups, and did not deviate. But they also took more time to reach agreement when reviewed by their own team. Both negotiated solution quality and reported satisfaction were higher when spokesmen were reviewed by their own teams regardless of their election base. In sum, the data support a model of the negotiation process that stresses the importance of the relationship between a spokesman and his constituency to the outcome of bargaining." @default.
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- W2084345984 date "1975-12-01" @default.
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- W2084345984 title "Negotiator status and accountability source: A study of negotiator behavior" @default.
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- W2084345984 doi "https://doi.org/10.1016/0030-5073(75)90035-5" @default.
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