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Section 2: Interpersonal Conversations, Arguments, Embarrassments, and Negotiations

Interaction Goals in Negotiation

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Pages 374-406 | Published online: 18 May 2016

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Ioana A. Cionea, Carrisa S. Hoelscher & Irina A. Ileş. (2017) Arguing Goals: An Initial Assessment of a New Measurement Instrument. Communication Reports 30:1, pages 51-65.
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Linda Aldoory. (2003) The Empowerment of Feminist Scholarship in Public Relations and the Building of a Feminist Paradigm. Annals of the International Communication Association 27:1, pages 221-255.
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DeborahA. Cai & StevenR. Wilson. (2000) Identity implications of influence goals: A cross‐cultural comparison of interaction goals and facework. Communication Studies 51:4, pages 307-328.
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Steven R. Wilson. (1995) Elaborating the Cognitive Rules Model of Interaction Goals: The Problem of Accounting for Individual Differences in Goal Formation. Annals of the International Communication Association 18:1, pages 3-25.
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Linda L. Putnam. (2017) Turning Point Research: Advancing Process Analysis in Negotiation. Négociations n° 28:2, pages 47-54.
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Meina Liu. (2011) A Phasic Analysis of Strategy Sequences and Their Mediating Effects on Interaction Goals and Negotiation Outcomes. Communication Research 40:3, pages 337-359.
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Wendi L. Adair & Jeanne M. Brett. (2005) The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation. Organization Science 16:1, pages 33-51.
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Mahesh N. Shankarmahesh, John B. Ford & Michael S. LaTour. (2004) Determinants of satisfaction in sales negotiations with foreign buyers: perceptions of US export executives. International Marketing Review 21:4/5, pages 423-446.
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Mark P. Orbe. (2016) An Outsider within Perspective to Organizational Communication. Management Communication Quarterly 12:2, pages 230-279.
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Deborah M. Kolb, Lisa Jensen & Vonda L. Shannon. (2016) She Said it all before, or What did We Miss about Ms Follett in the Library?. Organization 3:1, pages 153-160.
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Elizabeth A. Mannix & Ichiro Innami. (1993) The effects of argument preparation and timing of first offer on negotiators' cognitions and performance. Group Decision and Negotiation 2:4, pages 347-362.
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William A. Donohue & Paul J. Taylor. (2006) A General Model of Strategic Reciprocation. SSRN Electronic Journal.
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Mara Olekalns & Laurie R. Weingart. (2003) Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations. SSRN Electronic Journal.
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Gregory D. Hoobler. (2002) Inside the Black Box: Developing the Process of Conflict Diplomacy. SSRN Electronic Journal.
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Basu Sharma. (2016) Age, Education, Experience and Negotiation Orientation. SSRN Electronic Journal.
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Paul J. Taylor, Ian Donald & Stacey M. Conchie. (2012) The Triple-Interact as a Building Block of Negotiation. SSRN Electronic Journal.
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Meina Liu, Lin Zhu & Doo Hee Lee. (2010) How Do Interaction Goals Drive the Negotiation Dance: A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction. SSRN Electronic Journal.
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Mitchell Hammer. (2008) The S.A.F.E. Model of Negotiating Critical Incidents. SSRN Electronic Journal.
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Qi Wang, Edward L. Fink & Deborah A. Cai. (2007) A Typology of Interpersonal Goals in Conflict Situations. SSRN Electronic Journal.
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Mara Olekalns & Philip L. Smith. (2007) Preventing Betrayal and Promoting Trust: A Social Exchange Analysis of Strategic Focus in Negotiation. SSRN Electronic Journal.
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