The Effect of Past Performance on Expected Control and Risk Attitudes in Integrative Negotiations

• Main Authors: Kray, L. J., PADDOCK, Elizabeth Layne, Galinsky, A. D.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2008
• Subjects: Business
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/1298; https://doi.org/10.1111/j.1750-4716.2008.00009.x
• Institution: Singapore Management University

Three experiments examine the relationship between past performance and strategies and risk attitudes in integrative negotiations. We hypothesized that past performance would affect negotiators' willingness to embrace two types of risk: strategic (i.e., information sharing in the present) versu...