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affect-based rapport affective rapport affirming statements analyses reveal ANOVA bargaining BATNA Batson Bazerman Behavior and Human Carnevale and Isen coded common group membership correlated with impasse Depersonalized dyadic negotiations e-mail efficient agreements electronic gap electronic mail electronically-mediated negotiations Evanston expectation-based cooperation face-to-face Human Decision Processes impasse rate independent variables Information Seeking information technology Ingroup Outgroup INSERT TABLE integrative interpersonal Interpersonal attraction Interpersonal Relationship J. L. Kellogg Graduate joint outcome Journal of Personality Kellogg Graduate School levels of rapport line sent logrolling Low rapport main effect Management Northwestern University manipulation Mannix Model Neale negative moods negotiating dyads negotiation outcomes opponent Organizational Behavior Outgroup/Depersonalized condition Personality and Social Personalization by Outgroup Personalized condition personalized relationships positive affect positive mood post-negotiation questionnaire predictors present study process variables Questionnaire Measures relationship between negotiators relationship established relationship statements School of Management significant significantly Social Psychology Sproull Stanford students Stanford University synchrony Tajfel transcripts trust Ultimatums