International Journal of Conflict Management: Volume 10 Issue 3

INTEGRATIVE BARGAINING: DOES GENDER MAKE A DIFFERENCE?

Patricks. Calhoun, William P. Smith

The current study examined the effects of gender and motivation on negotiation strategy and outcome. It was hypothesized that findings suggesting that women obtain lower joint…

CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS

Maurice E. Schweitzer, Rachel Croson

This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74…

THE INFLUENCE OF INTRA‐CULTURAL VALUE DIFFERENCES ON CONFLICT MANAGEMENT PRACTICES

M. Kamil Kozan, Canan Ergin

This study aims to extend cross‐cultural conflict management research to the intra‐cultural level. Schwartz's (1992, 1994, 1996) values measure, designed to be used at both the…

TOWARD A COMPREHENSIVE MODEL FOR THE ASSESSMENT AND MANAGEMENT OF INTRAORGANIZATIONAL CONFLICT: DEVELOPING THE FRAMEWORK

Jessica Katz Jameson

This paper presents the theoretical rationale for further development of a model for the assessment and management of intraorganizational conflict. The purpose of such a model…