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The effectiveness of negotiation approaches in dyadic negotiation

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The effectiveness of negotiation approaches in dyadic negotiation

Huang, Xian Hua (2007) The effectiveness of negotiation approaches in dyadic negotiation. Masters thesis, Concordia University.

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Abstract

Interdependent approach study is a new area in negotiation research. A negotiation approach reflects people's predisposition towards conflict resolution. Although there are five single approaches, negotiators tend to use a combination of more than one approach during the negotiation process. Traditionally, researchers use the strongest approach to represent a negotiator's approach profile. However, a negotiator's approach profile is determined typically by the combination of single approaches and the strength of their occurrence measured by the Thomas-Kilmann questionnaire. This is an exploratory study of interdependent approaches. Discovery and specification of the effectiveness of such profiles are the research focus. Approach effectiveness is discussed from two perspectives: first, the numbers of strong approaches included; and second, the profile similarity between negotiators. This study analyzes two datasets from the Inspire e-negotiation system. It shows that negotiation approaches are significantly correlated with each other and most people has one or two strong approaches. Although there is significant evidence that a larger number of strong approaches is more effective in the first dataset, it does not hold in the second, suggesting future studies around this topic; it also finds significant relationship with profile similarity and contract balance, although it does not show in the second dataset. In addition, no significant relationship between profile similarity and opening offer utility is found in both datasets. As an exploratory study, this thesis contributes to the understanding of interdependent negotiation approaches from a new manner

Divisions:Concordia University > John Molson School of Business
Item Type:Thesis (Masters)
Authors:Huang, Xian Hua
Pagination:v, 108 leaves : ill. ; 29 cm.
Institution:Concordia University
Degree Name:Theses (M. Sc. Admin.)
Program:John Molson School of Business
Date:2007
ID Code:975399
Deposited By: Concordia University Library
Deposited On:22 Jan 2016 17:58
Last Modified:18 Jan 2018 17:40
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