Jesse Rosencranz-Engelmann

Stanford University

Stanford, CA 94305

United States

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Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)

Harvard PON Working Paper No. 04-122; MIT Sloan Working Paper No. 4509-04; AoM Conflict Management Division 2002 Mtgs. No. 14092, Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 45 Posted: 15 Sep 2004
Jared R. Curhan, Margaret Neale, Lee D. Ross and Jesse Rosencranz-Engelmann
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business, Stanford University - Psychology and Stanford University
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Abstract:

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Negotiation, egalitarianism, hierarchy, power distance, gender, relational self-construal, relational satisficing, organizational culture, relational capital, economic outcomes, joint value, O. Henry Effect