Negotiation as an interpersonal skill: Generalizability of negotiation outcomes and tactics across contexts at the individual and collective levels
作者：
Highlights：
• We created two negotiation tasks similar in structure but differing in surface story.
• Tasks were administered to 42 dyads using an online platform allowing text chats.
• There were high correlations across tasks at the individual and collective levels.
• Annotated chats showed tactic consistency and correlations with negotiation success.
摘要
•We created two negotiation tasks similar in structure but differing in surface story.•Tasks were administered to 42 dyads using an online platform allowing text chats.•There were high correlations across tasks at the individual and collective levels.•Annotated chats showed tactic consistency and correlations with negotiation success.
论文关键词：Interpersonal skills,Communication skills,Negotiation skills,Negotiation strategies,Negotiation tactics,Process analysis,Mixed-motive tasks,Decision-making,Multimodal platform,Team tasks
论文评审过程：Received 18 June 2018, Revised 12 March 2019, Accepted 24 March 2019, Available online 25 March 2019, Version of Record 24 February 2020.
论文官网地址：https://doi.org/10.1016/j.chb.2019.03.030
