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COGNITIVE FLEXIBILITY, PERCEPTION OF INTEGRITY, AND RISK PROPENSITY AS ANTECEDENTS OF WILLINGNESS TO ENGAGE IN INTEGRATIVE NEGOTIATION

M. Eduarda Soares and António Damasceno Correia
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M. Eduarda Soares: ISEG - Lisbon School of Economics and Management,Universidade de Lisboa, Portugal
António Damasceno Correia: ISCSP & Universidade Lusófona de Lisboa, Portugal

Portuguese Journal of Management Studies, 2015, vol. XX, issue 2, 73-94

Abstract: 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. Classification- JEL:

Keywords: Integrative negotiation; Cognitive Flexibility; Perception of Integrity; Risk Propensity; Portugal. (search for similar items in EconPapers)
Date: 2015
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