Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation

Oliver, Richard L.; Balakrishnan, P.V.; Barry, Bruce

doi:10.1006/obhd.1994.1083

Cited by 202 publications

(194 citation statements)

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“…De hecho, es más probable que la relación se mantenga intacta y, todavía, se lleve a cabo la venta si los negociadores establecen bases sólidas para ella (Oliver, Balakrishnan, & Barry, 1994).…”

Section: Resultados De Rendimientounclassified

Inteligencia emocional y percepción de las emociones básicas como un probable factor contribuyente al mejoramiento del rendimiento en las ventas: Una investigación teórica

et al. 2016

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La inteligencia emocional es uno de los conceptos que ha empezado a transformar el mundo empresarial gracias a los avances en el reconocimiento y el manejo de las emociones. Este es un campo que permitirá la elaboración de estrategias para robustecer los procesos de desarrollo organizacional. El presente artículo de investigación bibliográfica, sistematiza y aporta a la producción científica sobre el concepto de inteligencia emocional y sus potenciales aplicaciones al proceso de ventas. El objetivo de este estudio fue el de conceptualizar acerca del rol que puede jugar la percepción de los distintos estados emocionales en el proceso de ventas y cómo esto puede ayudar a mejorar el rendimiento empresarial.

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Section: Resultados De Rendimientounclassified

Inteligencia emocional y percepción de las emociones básicas como un probable factor contribuyente al mejoramiento del rendimiento en las ventas: Una investigación teórica

et al. 2016

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“…More competitively, negotiations may be understood as ''a process of potentially opportunistic interaction by which two or more parties, with some apparent conflict, seek to do better through jointly decided action than they could otherwise'' (Lax & Sebenius, 1986: 11). Prior research has primarily taken economic (Nash, 1950;Nash, 1953;Tversky & Kahneman, 1991) and psychological (Barry & Oliver, 1996;Brenner, Koehler, Liberman, & Tversky, 1996;Oliver, Balakrishnan, & Barry, 1994;Tversky & Kahneman, 1981) perspectives.…”

Section: Negotiations In a Business-to-business Contextmentioning

confidence: 99%

A neural network approach to predicting price negotiation outcomes in business-to-business contexts

Moosmayer

Chong

Liu

et al. 2013

Expert Systems with Applications

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“…Economic outcomes consider the opportunity to maximize the objective allocation of negotiation resources, and socialpsychological outcomes are the subjective perceptions of the negotiating parties [23]. The general practice to increase the economic outcomes from a negotiation is to bring as many issues to the negotiation table as possible [5], [17], [28].…”

Section: Introductionmentioning

confidence: 99%

“…This is important because such feelings of dissatisfaction have the potential to significantly affect how the parties interact with each other after the negotiation. This, in turn, can influence future relationships and the desire for future negotiations with that partner [22], [23]. Because negotiations characterize so many aspects of business life [12], an interesting research question that arises, then, is how to better manage multiple-issue negotiations so as to achieve the optimal integrative potential they offer while also enhancing post-negotiation satisfaction.…”

Section: Introductionmentioning

confidence: 99%

Computer-Aided Tools in Negotiation: Negotiable Issues, Counterfactual Thinking, and Satisfaction

O'Neill

Naquin

2014

Journal of Organizational Computing and Electronic Commerce

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This study explores how information technology can influence negotiator satisfaction. Prior research found that the disconnect between objective economic outcomes and negotiator satisfaction was a function of the number of negotiable items [20]. The more negotiable items involved, the better the objective outcome, but also the more items involved, the more dissatisfied negotiators feel about the outcome. This lessened sense of satisfaction stems from the increased cognitive complexity posed by dealing NOT THE PUBLISHED VERSION; this is the author's final, peer-reviewed manuscript. The published version may be accessed by following the link in the citation at the bottom of the page. Commerce, Vol. 24, No. 4 (2014): pg. 297-311. DOI. This article is © Taylor & Francis and permission has been granted for this version to appear in e-Publications@Marquette. Taylor & Francis does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Taylor & Francis. Journal of Organizational Computing and Electronic2 with more negotiable items; this complexity, in turn, results in more opportunities for thoughts about how the outcome might have been different (counterfactual thoughts). Our research found that the use of information technology to reduce the cognitive complexity of a negotiation also reduces counterfactual thoughts about better possible outcomes. As a result, the use of this technology may improve overall negotiator satisfaction while maintaining desirable economic outcomes.

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Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation

Cited by 202 publications

References 0 publications

Inteligencia emocional y percepción de las emociones básicas como un probable factor contribuyente al mejoramiento del rendimiento en las ventas: Una investigación teórica

Inteligencia emocional y percepción de las emociones básicas como un probable factor contribuyente al mejoramiento del rendimiento en las ventas: Una investigación teórica

A neural network approach to predicting price negotiation outcomes in business-to-business contexts

Computer-Aided Tools in Negotiation: Negotiable Issues, Counterfactual Thinking, and Satisfaction

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