Browsing Publikasjoner fra CRIStin - BI by Author "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 ... -
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 ...