CONFLICT FRAMES OF REFERENCE - IMPLICATIONS FOR DISPUTE PROCESSES AND OUTCOMES
成果类型：
Note
署名作者：
PINKLEY, RL; NORTHCRAFT, GB
署名单位：
University of Arizona
刊物名称：
ACADEMY OF MANAGEMENT JOURNAL
ISSN/ISSBN：
0001-4273
DOI：
10.5465/256777
发表日期：
1994
页码：
193-205
关键词：
摘要：
Previous research has shown that disputants differ substantially in how they experience, or cognitively ''frame,'' conflict-even the same conflict. We explored the influence of cognitive frames on negotiation processes and outcomes. Results suggest that such frames significantly influence the processes and outcomes of conflict along three specific dimensions.