Database

D

Conflict Strength Coefficients (CSC)
Computed for Selected Negotiation Tasks

# Negotiation Task CSC Sample Publication
1 Class Project Negotiation (ad. from O´Connor et al., 2005) .48-1.00* O´Connor et al., 2010
2 Mountain-Pinnacle (Conlon et al., 2002) .42-.94* Wilson et al, 2016
3 At Your Service (Brett & Gelfand, 2007) .93 Gelfand et al., 2013
4 New Business Venture (ad. from Sinaceur, 2010) .67-.87* Sinaceur et al., 2015
5 Appliance Shipment (De Dreu & Van Lange, 1995) .84 Brooks & Schweitzer, 2011
6 Island/Heritage Negotiation .81 Trötschel & Gollwitzer, 2007
7 Player Contract Negotiation .81 Leonardelli et al., 2019
8 Bartender Negotiation (De Dreu et al., 2006) .80 Ten Velden et al., 2010
9 Joint Business Venture (Thompson et al., 1996) .80 Halevy, 2008
10 Union-Management (De Dreu & Van de Vliert, 1998) .74-.78* De Dreu et al., 2009
11 New Recruit (Neale, 1997) .61-.78* Gunia et al., 2013
12 Sale of a Café (ad. from Pruitt & Lewis, 1975) .69-.77* Loschelder et al., 2016
13 Student Class Presentation .77 Henderson et al., 2006
14 Company Takeover (ad. from De Dreu et al., 2006) .74 Ten Velden et al., 2011
15 Job Negotiation (Sinaceur & Tiedens, 2006) .72 Sinaceur et al., 2010
16 Job-contract Negotiation .70 Fairfield & Allred, 2007
17 Buyer-Seller Negotiation (Pruitt & Lewis, 1975) .70 Schei et al., 2011
18 Free Market Negotiation (ad. from Bazerman et al., 1985) .46-.70* Moran & Ritov, 2007
19 The New Car (Nadler et al., 2008) .61-.65* Schroeder et al., 2019
20 City Development Project (Brodt, 1999) .28-.65* Murnighan et al., 1999
21 Acquisition of Food Exporter .64 Flynn & Ames, 2006
22 New Car Negotiation (ad. from De Dreu et al., 2000) .64 Harinck & De Dreu, 2008
23 Contract Negotiation (ad. from Brooks & Schweitzer, 2011) .63 Hart & Schweitzer, 2020
24 Purchase of a Car .58 Giacomantonio et al., 2010
25 Recruiter-Candidate (ad. from Trötschel & Gollwitzer, 2007) .57 Giacomantonio et al., 2010
26 Designing Posters .52 Van Kleef et al., 2013
27 Author-Publisher Negotiation (Lewicki et al., 1999) .47 Sullivan et al., 2006
28 Video Rental Negotiation (ad. from O`Connor, 1997) .47 Sullivan et al., 2006

Note. CSC indicates the computed conflict strength coefficients for each negotiation task. CSCs marked with an asterisk indicate that the negotiation task was used with different incentive structures. Therefore, we report the range of conflict strength coefficients for the specific negotiation task realized with multiple incentive structures.

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