Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation

Detalhes bibliográficos
Autor(a) principal: Soares, Maria Eduarda
Data de Publicação: 2015
Outros Autores: Correia, António Damasceno
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10400.5/14404
Resumo: Integrative negotiation is the type of negotiation reputed to generate the most positive results, since it focusses on reaching win-win solutions and aims to increase joint outcomes. The purpose of this article is to analyse variables which may foster willingness to engage in integrative negotiation. More specifically, the study investigates two variables that have not been studied in previous research on integrative negotiation - cognitive flexibility and perception of integrity. It also includes one variable which has been widely researched, but for which inconsistent results have been reported – risk propensity. Results show that, while the alternatives subscale of cognitive flexibility is a predictor of willingness to engage in integrative negotiation, the same does not hold for the control subscale. Results also show that perception of integrity is a predictor of willingness to engage in integrative negotiation, while there is no significant association between risk propensity and willingness to engage in integrative negotiation. Theoretical contributions and practical application for training in negotiation are discussed.
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spelling Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiationIntegrative negotiationCognitive FlexibilityPerception of IntegrityRisk PropensityPortugalIntegrative negotiation is the type of negotiation reputed to generate the most positive results, since it focusses on reaching win-win solutions and aims to increase joint outcomes. The purpose of this article is to analyse variables which may foster willingness to engage in integrative negotiation. More specifically, the study investigates two variables that have not been studied in previous research on integrative negotiation - cognitive flexibility and perception of integrity. It also includes one variable which has been widely researched, but for which inconsistent results have been reported – risk propensity. Results show that, while the alternatives subscale of cognitive flexibility is a predictor of willingness to engage in integrative negotiation, the same does not hold for the control subscale. Results also show that perception of integrity is a predictor of willingness to engage in integrative negotiation, while there is no significant association between risk propensity and willingness to engage in integrative negotiation. Theoretical contributions and practical application for training in negotiation are discussed.ISEG - Departamento de GestãoRepositório da Universidade de LisboaSoares, Maria EduardaCorreia, António Damasceno2017-12-06T15:27:35Z20152015-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10400.5/14404engSoares, Maria Eduarda e António Damasceno Correia (2015). "Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation". European Journal of Management Studies, 20(2):73-932183-4172info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-03-06T14:44:27Zoai:www.repository.utl.pt:10400.5/14404Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T17:00:14.359881Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
title Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
spellingShingle Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
Soares, Maria Eduarda
Integrative negotiation
Cognitive Flexibility
Perception of Integrity
Risk Propensity
Portugal
title_short Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
title_full Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
title_fullStr Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
title_full_unstemmed Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
title_sort Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation
author Soares, Maria Eduarda
author_facet Soares, Maria Eduarda
Correia, António Damasceno
author_role author
author2 Correia, António Damasceno
author2_role author
dc.contributor.none.fl_str_mv Repositório da Universidade de Lisboa
dc.contributor.author.fl_str_mv Soares, Maria Eduarda
Correia, António Damasceno
dc.subject.por.fl_str_mv Integrative negotiation
Cognitive Flexibility
Perception of Integrity
Risk Propensity
Portugal
topic Integrative negotiation
Cognitive Flexibility
Perception of Integrity
Risk Propensity
Portugal
description Integrative negotiation is the type of negotiation reputed to generate the most positive results, since it focusses on reaching win-win solutions and aims to increase joint outcomes. The purpose of this article is to analyse variables which may foster willingness to engage in integrative negotiation. More specifically, the study investigates two variables that have not been studied in previous research on integrative negotiation - cognitive flexibility and perception of integrity. It also includes one variable which has been widely researched, but for which inconsistent results have been reported – risk propensity. Results show that, while the alternatives subscale of cognitive flexibility is a predictor of willingness to engage in integrative negotiation, the same does not hold for the control subscale. Results also show that perception of integrity is a predictor of willingness to engage in integrative negotiation, while there is no significant association between risk propensity and willingness to engage in integrative negotiation. Theoretical contributions and practical application for training in negotiation are discussed.
publishDate 2015
dc.date.none.fl_str_mv 2015
2015-01-01T00:00:00Z
2017-12-06T15:27:35Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10400.5/14404
url http://hdl.handle.net/10400.5/14404
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv Soares, Maria Eduarda e António Damasceno Correia (2015). "Cognitive flexibility, perception of integrity, and risk propensity as antecedents of willingness to engage in integrative negotiation". European Journal of Management Studies, 20(2):73-93
2183-4172
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv ISEG - Departamento de Gestão
publisher.none.fl_str_mv ISEG - Departamento de Gestão
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron_str RCAAP
institution RCAAP
reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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