Alison R. Fragale

University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

Assistant Professor

United States

http://www.kenan-flagler.unc.edu/Faculty/search/detail.cfm?person_id=799

  • University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

SCHOLARLY PAPERS

2

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Scholarly Papers (2)

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1.

Power Dynamics in Negotiation

Academy of Management Review, Vol. 30, No. 4, pp. 799-822, 2005
Posted: 21 Jul 2006
Peter H. Kim, Robin Pinkley and Alison R. Fragale
University of Southern California - Marshall School of Business, Southern Methodist University (SMU) - Management and Organizations Department and University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

Abstract:

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power, negotiation

2.

Choosing the Path to Bargaining Power: An Empirical Comparison of Batnas and Contributions in Negotiation

Journal of Applied Psychology, Vol. 90, No. 2, 373-381, 2005
Posted: 20 Jul 2006
Peter H. Kim and Alison R. Fragale
University of Southern California - Marshall School of Business and University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

Abstract:

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negotiation, power, influence, tactic, BATNA