Discovery Projects - Grant ID: DP0770440

Funding Activity

Website
http://dataportal.arc.gov.au/NCGP/Web/Grant/Grant/DP0770440

Funding Status
Closed

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Funded Activity Summary

A Relational Model of Strategic Choice in Negotiation. Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, affect negotiators' strategy choices. Each of the risks that we identify can be offset by selecting appropriate strategies. We develop and test a model that helps negotiators identify these risks and make strategic choices that protect their interests without damaging the relationship.

Funded Activity Details

Start Date: 01-01-2008

End Date: 30-06-2010

Funding Scheme: Discovery Projects

Funding Amount: $144,100.00

Funder: Australian Research Council

Research Topics

ANZSRC Field of Research (FoR)

Industrial And Organisational Psychology | Psychology

ANZSRC Socio-Economic Objective (SEO)

Behavioural and cognitive sciences |

Other Keywords

Behavioural and cognitive sciences | Industrial And Organisational Psychology | Psychology

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