Subjects' descriptions of selected TAT cards via the semantic differential.

Cj, Friedman; Ca, Johnson; Fode, Kermit L.

doi:10.1037/h0040156

Cited by 7 publications

(2 citation statements)

References 14 publications

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“…Interaction during negotiation generally consists of each party attempting to influence the nature of the relationship for the purpose of increasing their relative benefit from the negotiation (Anderson and Narus 1990). The act of influence reflects the amount of control, friendliness, strength, and dominance exhibited by each negotiator during the interaction between the parties (Friedman, Johnson, and Fode 1969). This influence may affect the behavior of the negotiators during the negotiation through increases or decreases in the number and importance of concessions made by the parties on the contract issues.…”

Section: Negotiation Process Model Development-theoretical Rationalementioning

confidence: 98%

The Development and Test of a Model of Transaction Negotiation

Rinehart¹,

Page²

1992

Journal of Marketing

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Section: Negotiation Process Model Development-theoretical Rationalementioning

confidence: 98%

The Development and Test of a Model of Transaction Negotiation

Rinehart¹,

Page²

1992

Journal of Marketing

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“…In clinical investigations it has been used in conjunction with other projective techniques (Friedman, Johnson, and Fode, 1964;Otten and Van Castle, 1963), in the study of multiple personality (Osgood andLuria, 1954), psychotherapy (Endler, 1961) and dreams (Moss, 1961).…”

Section: Part Amentioning

confidence: 99%

TABRA - a projective test for computer personnel research. (Preliminary Report.)

Zabarenko

Badger

Williams

1970

Proceedings of the Eighth Annual SIGCPR Conference on -

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Dimensions of affective expression in four expressive modes

1970

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This study compares dimensions of affect expression in four expressive modes. The subjects were asked, under light hypnosis or with relaxation instructions, to express several affects verbally, graphically, and facially and posturally. Verbal excepts, drawings, movies of facial and postural expression, and affect labels and definitions (“theoretical” mode) were each exposed to groups of raters who evaluated the material using a “semantic differential” type instrument. Separate factor analyses of scale intercorrelations, followed by orthogonal rotation of factors, were performed on data from each expressive mode. Interpretable factors were generally similar across the modes. Accounting for the largest proportion of total variance were factors interpreted as activity and evaluation. Less salient but consistently appearing factors were interpreted as temporality and object‐relatedness. Potency and spatial orientation factors were also identified in each mode. A factor tentatively called containment emerged only in the analyses of data from non‐verbal modes. Rank difference correlations of affect scores showed, in general, a high correspondence of affect ranks among modes, indicating high cross‐modal similarity of affective meaning perceived in the complex rating material. The factors are discussed in terms of differences among modes and comparison with previous literature is made.

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Subjects' descriptions of selected TAT cards via the semantic differential.

Cited by 7 publications

References 14 publications

The Development and Test of a Model of Transaction Negotiation

The Development and Test of a Model of Transaction Negotiation

TABRA - a projective test for computer personnel research. (Preliminary Report.)

Dimensions of affective expression in four expressive modes

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