Blar i BI Open på forfatter "Acar-Burkay, Sinem"
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The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
Acar-Burkay, Sinem; Schei, Vidar; Warlop, Luk (Journal article; Peer reviewed, 2020)Because negotiation is an integral part of social life, negotiators with different social motives are likely to meet. When this happens, will they be able to handle their differences constructively? We examined the relations ... -
The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
Acar-Burkay, Sinem; Schei, Vidar; Warlop, Luk (Journal article; Peer reviewed, 2020)Because negotiation is an integral part of social life, negotiators with different social motives are likely to meet. When this happens, will they be able to handle their differences constructively? We examined the relations ... -
Essays on relational outcomes in mixed-motive situations
Acar-Burkay, Sinem (Series of Dissertations;7/2014, Doctoral thesis, 2014-06-19)The current dissertation comprises three chapters, each of which is a separate research article, on relational outcomes in mixed-motive situations. Chapter 1 uncovers how trustors’ social-cognitive motivation to manage ... -
Trusting others: The polarization effect of need for closure
Acar-Burkay, Sinem; Fennis, Bob; Warlop, Luk (Journal article; Peer reviewed, 2014)Because trust-related issues inherently involve uncertainty, we expected individuals’ social-cognitive motivation to manage uncertainty—which is captured by their need for closure—to influence their level of trust in ... -
You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees
Acar-Burkay, Sinem; Schei, Vidar; Beersma, Bianca; Warlop, Luk (Journal article; Peer reviewed, 2021)Cooperative motivation can be rooted in individual differences as well as in external factors, such as instructions from superiors, incentive schemes, policy agendas, or social relationships. Whereas cooperative motivation ...