Negotiation, Emotions, and Contingent Contracting Decisions
Date of Award
Olin Business School
Doctor of Philosophy (PhD)
To illustrate the emergence of two bodies of knowledge—rational negotiation theory and behavioral negotiation theory, I conducted a social network analysis on research collaboration among disciplines. Research collaboration is to achieve the common goal of producing new knowledge by means of collaborating on research projects. It pools researchers’ knowledge together (Goffman & Warren, 1980) and cross-fertilizes disciplines (Beaver & Rosen, 1978). However, interdisciplinary collaboration often encounters challenges due to potential incompatibilities in the methods and underlying assumptions of each of the disciplines involved (Forman & Markus, 2005). Scholars from disciplines that share similar assumptions presumably collaborate more 4 frequently than scholars from disciplines that share different assumptions. As a consequence, clusters of research collaborations among disciplines can shed light on the emergence of distinct bodies of knowledge.
Chair and Committee
William P. Bottom
Kurt T. Dirks, Joseph K. Goodman, Leonard Green, Judi McLean Parks, Gary J. Miller, Joel Myerson
Kong, Dejun, "Negotiation, Emotions, and Contingent Contracting Decisions" (2012). Arts & Sciences Electronic Theses and Dissertations. 252.
Permanent URL: https://doi.org/10.7936/K7BG2KX2