Suchergebnisse

Eingeführte Reihe. Das Studienbuch für die Geschichts- und Politikwissenschaft erläutert den Begriff der Europäischen Integration und gibt einen chronologischen Überblick zur historischen Entwicklung vom Beginn des 19. Jahrhunderts bis 2008. Es untersucht die politischen, wirtschaftlichen und gesellschaftlichen sowie kulturellen "Motive und Antriebskräfte", die die Europäische Integration auf den Weg gebracht, gefördert haben und fortwirken. Eine kurze Analyse am Schluss behandelt die Frage, ob die Beweggründe auch in der Zukunft eine Rolle spielen. Mit weiterführender Literatur nach jedem Hauptkapitel, Namen- und Sachregister. Für den entsprechenden Leserkreis. (3)

Negotiators gain valuable insight into the other party's true interests & reach mutually beneficial agreements by discussing their priorities & preferences among issues. In this context, investigated is how motives are related to information exchange, & how this, in turn, affects perceptual accuracy & outcomes. Drawing on videotapes of simulated bilateral negotiations with 176 undergraduates, supplemented with postexperimental questionnaire data, analyses revealed that (1) cooperatively motivated dyads followed an information exchange route to settlement, whereas individualistic dyads shared little information, & (2) information exchange was related to perceptual accuracy only for cooperative dyads. The effectiveness of this settlement route varied when different kinds of issues -- eg, integrative & common-value (compatible) -- were considered. Integrative issues were likely to be settled through information exchange, but common-value issue outcomes were largely determined by negotiators' first offers. Findings suggest that the scope of the information-accuracy hypothesis should be modified to account for differences among motives & issues. 2 Tables, 32 References. Adapted from the source document.

Negotiators gain valuable insight into the other party's true interests and reach mutually beneficial agreements by discussing their priorities and preferences among issues. This study investigated how motives are related to information exchange, and how this, in turn, affects perceptual accuracy and outcomes. The analyses revealed that cooperatively‐motivated dyads followed an information exchange route to settlement, whereas individualistic dyads shared little information. Moreover, while information exchange was related to perceptual accuracy for cooperative dyads, this was not the case for individualistic negotiators. The effectiveness of this settlement route varied when different kinds of issues—integrative and common‐value (compatible) issues—were considered While integrative issues were likely to be settled through information exchange, common‐value issue outcomes were determined in large part by negotiators' first offers. These findings suggest that the scope of the information‐accuracy hypothesis should be modified to account for differences among motives and issues.