Please use this identifier to cite or link to this item:
Title: Phases, Deadlines, and the Bargaining Process
Authors: Lim, S.G.-S. 
Murnighan, J.K.
Issue Date: 1994
Citation: Lim, S.G.-S., Murnighan, J.K. (1994). Phases, Deadlines, and the Bargaining Process. Organizational Behavior and Human Decision Processes 58 (2) : 153-171. ScholarBank@NUS Repository.
Abstract: Gersick′s (1988, 1989) punctuated equilibrium model of group performance posits that project groups move through two distinct work phases. Almost all of the groups she observed showed a distinct shift in their activities exactly at the midpoint of their task time. Our research broadens the definition of group performance to include individualistically oriented two-party negotiations and explores the generality of Gersick′s model in a completely different group environment. We mapped the temporal activities of bargaining pairs facing short but reasonable deadlines and compared their negotiation process to the predictions of Gersick′s model, as well as approaches stressing the effects of the deadline (a variation of the two-phase model), constant action, or increasing action. Results indicate that the negotiations exhibited temporal pacing that reflected increasing action and the deadline more than a first half-second half, two-phase pattern. We conclude by discussing the potential effects of cooperative and individualistic orientations in group tasks. © 1994 Academic Press. All rights reserved.
Source Title: Organizational Behavior and Human Decision Processes
ISSN: 07495978
DOI: 10.1006/obhd.1994.1032
Appears in Collections:Staff Publications

Show full item record
Files in This Item:
There are no files associated with this item.


checked on Apr 8, 2021


checked on Mar 31, 2021

Page view(s)

checked on Mar 30, 2021

Google ScholarTM



Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.