Discovery Projects - Grant ID: DP1093256

Funding Activity

Website
http://dataportal.arc.gov.au/NCGP/Web/Grant/Grant/DP1093256

Funding Status
Closed

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Funded Activity Summary

Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation. Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigned to economic and social outcomes. We link differences in these weights to differences in negotiators' strategy choices and study how weights and behaviours change over time. This enables us to identify the elements of negotiation best practice, which allows negotiators to protect both their economic and reputational outcomes.

Funded Activity Details

Start Date: 01-02-2010

End Date: 31-12-2013

Funding Scheme: Discovery Projects

Funding Amount: $220,000.00

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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