Sage Journals: Discover world-class research

Retricted access

Research article

First published 1995-11

Modeling Distributive and Integrative Negotiations

OTOMAR J. BARTOS

The ANNALS of the American Academy of Political and Social Science

Retricted access

Research article

First published 2007-2

Negotiating flexible agreements by combining distributive and integrative negotiation

Quoc Bao Vo, Lin Padgham, Lawrence Cavedon

Intelligent Decision Technologies

Retricted access

Research article

First published 1997-10

Integration Versus Distribution in Contract Negotiations: An Interaction Analysis of Strategy Use

Elizabeth M. Goering

International Journal of Business Communication

Retricted access

Research article

First published 2019-6

Teaching the Basics of Negotiation in One Class

Edward Wertheim, Leonard Glick, Barbara Zepp Larson

Management Teaching Review

Retricted access

Research article

First published 2021-12

Negotiating Quality and Productivity: An Experiential Exercise

Robert R. Albright, Dale Finn

Management Teaching Review

Retricted access

Other

First published 2010-11

Overcoming the competitiveness of an intergroup context: Third-party intervention in intergroup negotiations

David D. Loschelder, Roman Trötschel

Group Processes & Intergroup Relations

Retricted access

Research article

First published 2008-07

Are Individualistic Orientations Collectively Valuable in Group Negotiations?

Vidar Schei, Jørn K. Rognes, Carsten K. W. De Dreu

Group Processes & Intergroup Relations

Retricted access

Other

First published 2010-11

When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations

Roman Trötschel, Joachim Hüffmeier, David D. Loschelder

Group Processes & Intergroup Relations

Retricted access

Research article

First published 2005-08

Regulatory Focus at the Bargaining Table: Promoting Distributive and Integrative Success

Adam D. Galinsky, Geoffrey J. Leonardelli, Gerardo A. Okhuysen [...]

Personality and Social Psychology Bulletin

Retricted access

Review article

First published 2026-3

A Compromise! Using Star Trek : Lower Decks to Help Negotiators Move Beyond Splitting the Difference

Amy C. Lewis, Matthew D. Mangum

Management Teaching Review

Search results