Interactional Justice, Negotiator Outcome Satisfaction, and Desire for Future Negotiations: The Mediating Roles of Counterfactual Generation and Trust

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Title	Interactional Justice, Negotiator Outcome Satisfaction, and Desire for Future Negotiations: The Mediating Roles of Counterfactual Generation and Trust
URL	http://papers.ssrn.com/sol3/papers.cfm...
Description	Why are outcomes experienced as more or less satisfying? Why do some negotiations end with one party desiring to deepen and to extend his or her relationship with the other party and to engage in further negotiation episodes while others end with one party desiring to cut short any relationship with the other party, to avoid him or her in future negotiating episodes, and to seek some other party with whom to negotiate in the future? This study invokes organizational justice theories to model negotiator outcome satisfaction and desire for future negotiation.
Authors / Editors	Kass, Edward
Date Published	2003
Download Citation	This citation can be downloaded in the following bibliographic database formats: Tagged; XML; BibTex

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