FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W3176133092> ?p ?o ?g. }

• W3176133092 endingPage "76" @default.
• W3176133092 startingPage "49" @default.
• W3176133092 abstract "Although impasses are frequently experienced by negotiators, are featured in newspaper articles, and are reflected in online searches and can be costly, negotiation scholarship does not appear to consider them seriously as phenomena worth explaining. A review of negotiation tasks to study impasses reveals that they bias negotiators toward agreement. We systematically organize past findings on impasses and integrate them in the impasse type, cause, and resolution model (ITCR model). Our fundamental assumption is that a positive bargaining zone does not imply symmetric preferences for an agreement. One or both negotiators may prefer an impasse over an agreement despite a positive bargaining zone. We argue that it is beneficial for management research to distinguish between three impasse types: If both negotiators perceive benefit from an impasse, they are wanted; if one negotiator perceives benefits from an impasse, they are forced; and if both do not perceive benefits from the impasse, they are unwanted. We review structural (e.g., bargaining zone, communication channels), interpersonal (e.g., tough tactics, emotions), and intrapersonal (e.g., biases, available information, and framing) factors as the likely antecedents of the three impasse types. We also examine evidence that suggests that wanted impasses can be resolved by changing the negotiation structure for both parties, forced impasses can be resolved through persuasion, and unwanted impasses can be overcome by debiasing both parties. Finally, we review current methodological guidance and provide updated recommendations on how scholars should deal with impasses in both study designs and data analyses." @default.
• W3176133092 created "2021-07-05" @default.
• W3176133092 creator A5031525431 @default.
• W3176133092 creator A5061152816 @default.
• W3176133092 creator A5069785425 @default.
• W3176133092 date "2021-06-23" @default.
• W3176133092 modified "2023-10-17" @default.
• W3176133092 title "Negotiation Impasses: Types, Causes, and Resolutions" @default.
• W3176133092 cites W10959844 @default.
• W3176133092 cites W1426899853 @default.
• W3176133092 cites W1495745241 @default.
• W3176133092 cites W1528323846 @default.
• W3176133092 cites W1531957838 @default.
• W3176133092 cites W1552588562 @default.
• W3176133092 cites W15681771 @default.
• W3176133092 cites W1937364315 @default.
• W3176133092 cites W1963688360 @default.
• W3176133092 cites W1964293114 @default.
• W3176133092 cites W1967402098 @default.
• W3176133092 cites W1973459906 @default.
• W3176133092 cites W1974354249 @default.
• W3176133092 cites W1974541878 @default.
• W3176133092 cites W1975326663 @default.
• W3176133092 cites W1975536612 @default.
• W3176133092 cites W1976231572 @default.
• W3176133092 cites W1977829732 @default.
• W3176133092 cites W1979776678 @default.
• W3176133092 cites W1982560432 @default.
• W3176133092 cites W1982779627 @default.
• W3176133092 cites W1985915409 @default.
• W3176133092 cites W1986329511 @default.
• W3176133092 cites W1986732801 @default.
• W3176133092 cites W1987198850 @default.
• W3176133092 cites W1988108716 @default.
• W3176133092 cites W1992444044 @default.
• W3176133092 cites W1997139679 @default.
• W3176133092 cites W1998185636 @default.
• W3176133092 cites W2001731663 @default.
• W3176133092 cites W2002678936 @default.
• W3176133092 cites W2002921992 @default.
• W3176133092 cites W2003584261 @default.
• W3176133092 cites W2004709160 @default.
• W3176133092 cites W2006374093 @default.
• W3176133092 cites W2006623576 @default.
• W3176133092 cites W2010989955 @default.
• W3176133092 cites W2012922154 @default.
• W3176133092 cites W2021100978 @default.
• W3176133092 cites W2022959463 @default.
• W3176133092 cites W2023145853 @default.
• W3176133092 cites W2026329660 @default.
• W3176133092 cites W2028632271 @default.
• W3176133092 cites W2029827555 @default.
• W3176133092 cites W2030296536 @default.
• W3176133092 cites W2034121413 @default.
• W3176133092 cites W2034571722 @default.
• W3176133092 cites W2035930097 @default.
• W3176133092 cites W2035960644 @default.
• W3176133092 cites W2038258091 @default.
• W3176133092 cites W2038552289 @default.
• W3176133092 cites W2038853433 @default.
• W3176133092 cites W2044881383 @default.
• W3176133092 cites W2049564942 @default.
• W3176133092 cites W2049988107 @default.
• W3176133092 cites W2051514236 @default.
• W3176133092 cites W2052484547 @default.
• W3176133092 cites W2052590699 @default.
• W3176133092 cites W2053081293 @default.
• W3176133092 cites W2055209207 @default.
• W3176133092 cites W2055249768 @default.
• W3176133092 cites W2056116227 @default.
• W3176133092 cites W2059798000 @default.
• W3176133092 cites W2062707602 @default.
• W3176133092 cites W2063897807 @default.
• W3176133092 cites W2067801423 @default.
• W3176133092 cites W2075963991 @default.
• W3176133092 cites W2077555174 @default.
• W3176133092 cites W2078547272 @default.
• W3176133092 cites W2084302666 @default.
• W3176133092 cites W2084785538 @default.
• W3176133092 cites W2086829344 @default.
• W3176133092 cites W2093526585 @default.
• W3176133092 cites W2097306695 @default.
• W3176133092 cites W2102111981 @default.
• W3176133092 cites W2102353677 @default.
• W3176133092 cites W2108671876 @default.
• W3176133092 cites W2110486405 @default.
• W3176133092 cites W2111235343 @default.
• W3176133092 cites W2112037419 @default.
• W3176133092 cites W2113850567 @default.
• W3176133092 cites W2113952304 @default.
• W3176133092 cites W2116814040 @default.
• W3176133092 cites W2117588180 @default.
• W3176133092 cites W2118799198 @default.
• W3176133092 cites W2119160332 @default.
• W3176133092 cites W2120616937 @default.
• W3176133092 cites W2122313545 @default.
• W3176133092 cites W2125050581 @default.
• W3176133092 cites W2126185102 @default.

• next