Dear Colleagues:
We are conducting a meta-analysis on the impact of soft versus tough
concession strategies on negotiation outcomes (economic and
social-psychological). We are building on the early and important
meta-analysis by Allen and colleagues (Allen, Donohue, & Stewart, 1990)
and include the studies mentioned in their analysis. We try to go beyond
their work by including more (and more recent) studies, focusing on both
economic and social-psychological outcomes, testing for moderators and
by applying recent and state-of-the-art analysis methods. We look for
studies that manipulated/investigated different styles of concession
making (e.g., different timing or different sizes of the concessions,
etc.) and looked at their impact on economic and social-psychologcial
outcomes.
We would be very grateful for your help locating any papers we have may
otherwise miss. We are especially interested in papers that are not
published (yet), papers in the review process, papers about to be
published (accepted or in press), etc. We would also be very grateful
for any hints that inform us about researchers who currently investigate
these and related issues and processes
Thanks in advance for supporting our study by sending us any papers you
have written or by giving us valuable hints!
Sincerely,
Alfred Zerres and Alexander Freund
(alfred.zerres@uni-muenster.de and 03alfr@wiwi.uni-muenster.de)
____________________________________________
Dipl.-Kfm. Alfred Zerres
Institut für Anlagen und Systemtechnologien
Marketing Centrum Münster
Am Stadtgraben 13-15
48143 Münster
Fon: +49 (0) 251 83-2 99 27
Fax: +49 (0) 251 83-2 29 03
Direktor: Prof. Dr. Dr. h.c. K. Backhaus
Westfälische Wilhelms-Universität Münster
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