| THE EFFECTS OF ABSTRACTION ON INTEGRATIVE AGREEMENTS: WHEN SEEING THE FOREST HELPS AVOID GETTING TANGLED IN THE TREES. | |
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MedLine Citation:
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PMID: 21836768 Owner: NLM Status: Publisher |
Abstract/OtherAbstract:
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The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptions of the issues rather than more concretely about the negotiation issues by generating specific descriptions of the issues made more multi-issue offers and achieved higher joint gain from the negotiation. The role of abstraction in negotiation and conflict resolution is discussed. |
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Authors:
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Marlone D Henderson; Yaacov Trope |
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Publication Detail:
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Type: JOURNAL ARTICLE |
Journal Detail:
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Title: Social cognition Volume: 27 ISSN: 0278-016X ISO Abbreviation: - Publication Date: 2009 Jun |
Date Detail:
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Created Date: 2011-8-12 Completed Date: - Revised Date: - |
Medline Journal Info:
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Nlm Unique ID: 8219860 Medline TA: Soc Cogn Country: - |
Other Details:
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Languages: ENG Pagination: 402-417 Citation Subset: - |
Affiliation:
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University of Texas-Austin. |
Export Citation:
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APA/MLA Format Download EndNote Download BibTex |
| MeSH Terms | |
Descriptor/Qualifier:
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| Grant Support | |
ID/Acronym/Agency:
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R01 MH059030-09//NIMH NIH HHS |
From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine
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